J D Keplar J D Keplar

Fanatic

It's easy to be a saint in paradise.

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J D Keplar J D Keplar

Full-court Press

Two competitors, two teams battling for the honor.

The stakes could be no higher.

In their minds, this is 100 times bigger than the Super Bowl.

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J D Keplar J D Keplar

What, Like It’s Hard?

Prospecting requires the entry-level sales rep to call up a complete stranger, get them to answer the phone, have a conversation, and book a meeting with them.

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J D Keplar J D Keplar

More Harm Than Good

That's the thing about using real-life stories. The characters in these stories are real people.

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J D Keplar J D Keplar

Sidekick

We were nearing the end of the negotiations over the terms and conditions when...

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J D Keplar J D Keplar

The Fighting Chair

The unenlightened held Pollyanna beliefs that large-scale deals between Fortune 500 companies were not "fights" of negotiation but rather celebrations of friendship forged into a business relationship consummated with feel-good lunches and cocktails.

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J D Keplar J D Keplar

Effortless is a Myth

Left home at 14.

Quit school at 16.

Never attended college.

When reviewing each task that defines his work, we see that he fails nearly half the time.

Now 42 years of age, he is unemployed.

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J D Keplar J D Keplar

Who is Lasse Collin?

As the internet came of age, startups like Google and Facebook weren't purchasing commercial off-the-shelf (COTS) software to build their internet companies.

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