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Speaking Out

The Key to Building a Marketing Platform You Can Stand On
You know what I would do if I were a publisher?
I would build a closet in my office and stock it full of blue-collared shirts. Then, every time I signed an author, I would lead that person to the washroom and insist that he or [...]

Why Getting Published Can Help You Network

Focus on branding your company and yourself in the marketplace to enhance your networking efforts.
Recently, an associate of mine who read one of my books and attended some of my training sessions called me and said, “I really love your material, but why don’t you put more emphasis on your ideas about ‘creating your identity [...]

The ‘C’ Word in the ‘C’ Suite

There’s a very old joke about a man who asks his brother to watch his cat while he’s on vacation.  The man comes back and asks his brother, “How’s the cat?” and the brother tells him, “Sorry, but the cat’s dead!”  The man was shocked and appalled that the brother was so blunt and told [...]

Thanks, I Don’t Need Your Card

Imagine handing your card to someone at a networking event and having it handed back to you with “Thanks, but I don’t need your card.” Well, that’s exactly what happened to Juan, who wrote to me recently. Juan found this pretty insulting, and he asked me how I thought someone should respond in this situation.
First, [...]

Buying: The Flip Side of Selling

I explained the five-step selling process in “As Easy As 1, 2, 3 (4, 5).” Each of us engages in this process numerous times a day, whether we are buying a can of soda or making a more complex decision, such as buying a new car. Whenever a customer makes a buying decision, that decision [...]

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