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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The Obstacle is the Way
Recent data suggests that over 70% of salespeople will not achieve their 2024 quota.
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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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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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Ain’t Got No Rap
This week I respond to a request for more details from The Fighting Chair.
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Things Are Not Always as They Appear
On this particular Good Friday in March of 2008, I received a call from their CFO.
In the first fifteen seconds, I can tell he is very uneasy.
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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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Doing the 3 am Run in Silk Pajamas
Inducted into the Hall of Fame in 2014.
World Champion.
Earned $52 million playing cards.
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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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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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Lords of May-hem, A Perspective
This week, I share my perspective on the magic of May at Oracle.
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