To Build Business, Forget the Funnel and Think of a Garden
Originally published in Attorney At Work By Tom McMakin No matter how big (or not) your firm is, or how high (or not) you’ve climbed…
Category: Leadership and Management
Put That RFP In The Shredder And Consider This Instead
Originally published in Forbes By Randy Illig It’s remarkable how many buyers set up proposal processes that work against their interests. Witness two recent scenarios…
Why Donald Trump’s Biggest Threat In 2020 Is A Pack Of Wolverines
Originally published in Forbes By Dave Dodson In 2016 Donald Trump solidly beat Hillary Clinton in the Electoral College. But what we often forget is that…
Change Your Sales Process And Beat Your Competition Every Time
Originally published in Forbes By Randy Illig A buyer once contacted me about responding to an RFP based on a referral from a mutual friend….
How to Reverse a Culture of Fear By Doing This 1 Thing
Originally published in Inc. By Scott Miller If you have led teams or been on teams where employees were running scared, petrified to make a mistake for fear…
Here’s A Framework For Building A Championship Sales Mentality
Originally published in Forbes By Randy Illig At some point, every chief sales officer trying to implement a culture-change initiative wonders: “How do I get…
President Speaks: 7 ways to build a better career launchpad for low-income students
Originally published in Education Dive By Adam Weinberg and Laurel Kennedy Our mission as college educators is to bring together capable students from a wide variety of…
Liz Cheney and the case for term limits
Originally published in the Casper Star Tribune By Dave Dodson The day Rep. Liz Cheney announced she would not run for the U.S. Senate, I…
To Win Credibility In The Market, Produce Results
Originally published in Chief Executive By Stephen M.R. Covey Last summer the U.S. women’s national soccer team went into the World Cup with an argument that…
Wyoming’s pro-coal D.C. Republicans need a lesson in economics
Originally published in WyoFile By Dave Dodson Last month, Sen. Joe Manchin (D-West Virginia) successfully steered the passage of a provision that provides lifetime healthcare…