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Find your DemandTrigger
Shoemaker, Das Ständebuch, 1568 There are two kinds of entrepreneurs: Craftsmen and Opportunists. Picture the first type bent over a workbench or keyboard perfecting whatever. This one figures that...
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Avoiding the bottleneck
Seth reminded me this morning of the creative tension I see in myself. Part of me is in a hurry to ship. I’ve been given a deadline, I want to please and impress my client and so on. Another part of...
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Lunch with the Coach
OK, so he's not Robert Redford. However, if you're a lawyer or law firm marketer hunting for great clients, you want to have lunch with The Coach. Mike “The Coach” O’Horo isn’t the first sales coach...
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Pick Up the Phone…and Get an Edge
Phil Libin, the autocrat in charge of Evernote, could care less about the telephone. The former computer programmer has banished landlines from the company’s offices. Want to talk to Phil or one of...
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Write Faster, Write Better, Write Cheaper: Pick Two
Ancient cultures were obsessed with tracking and measuring time long before Simon Vouet's 1627 "Time Vanquished by Love, Hope & Beauty." But in the business world, to manage something, you have to...
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Business Development Lessons from the Sundance Festival’s Salon des Refusés
The film "Undefeated" won the 2012 Best Documentary Oscar, despite its rejection in 2011 by the Sundance Film Festival. The filmmakers' resiliency (they got the boost they needed from the South by...
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Making the Elevator Speech Work
Elevator speeches are the result of at least a couple of innate human urges. First, people have always been curious about one another. ("Are you friend or foe?!") The other is that we want to be seen...
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