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Business Growth… Many Paths… One Mountain.

The Best Method for Business Growth Let me set the stage for you. You’re walking down the hall of one of the nation’s most prestigious universities while classes are in session. As you pass door [...]

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The Genesis of Profitable Decisions Business Consulting

Following the Path to Profitability I have always been interested in knowing how things work. Be it machines, social systems, and most of all, people. It is why I feel so at home in the business [...]

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Wisdom Equation

W = k + e / t [Wisdom equals knowledge plus experience over time]

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Service, Selling and Style

When it comes to music, clothing or automobiles, people have their own unique tastes and styles. The same holds true for interactions with people. In service and sales situations, most people use [...]

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Selling Does not Stop with the Salesperson

Think of it as “farming.” Your salesperson plants the sale and then moves on to a fresh field. It is then up to your non-sales staff to properly tend to the crop and harvest the bounty. Such an [...]

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A Case for On-going Retention and Reinforcement Training

  The Curve of Forgetting describes how we retain or get rid of information that we take in.    On Day 1, at the beginning of the course, you go in knowing nothing, or 0%, (where the [...]

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The Customer Relationship Sales Cycle

Using the “Customer Relationship Cycle,” we can examine the payback of training customer-facing employees with business development skills. The Customer Relationship Cycle illustrates a [...]