We have a couple of situations where management asked us to try to pull from next year into this month.

This week's edition of Win More, Make More focuses on those deals that are surprises.

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Enterprise technology sales is really hard.

We have to have the discipline to do those things we need to do when we don’t want to and not to do those we aren’t supposed to do even when we want to.

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Apparently, at or around 5:15p someone from the kitchen announces that dinner is ready. With the noise level in the kitchen now at a low roar, neither of us hear that and continue watching the football game.

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In the cloud computing industry, consumption is also misunderstood as it relates to the expectations and management of the CSP salesperson.

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This week’s edition covers sales frameworks and offers tips to help us compete like the best.

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Throughout the day, I learned things I never knew or had misunderstood as a boy.

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We cringe at the sight of the self-promotion and virtue-signaling that routinely occurs in the workplace and on social media.

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It’s a misconception, a bias, that can affect scientific research, how we evaluate salespeople, and even how we interpret the performance of our favorite athletes.

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We think we understand things better than we do. Recent research sheds light on why.

I receive an unplanned call on my cell phone approximately once every sixty minutes.

The U.S. military has been testing new weapons with remarkable capabilities using cutting-edge digital technology, including artificial intelligence.

It was a gorgeous Tuesday morning in September, and I was on an early flight headed to Dulles.

US passenger planes come dangerously close to crashing into each other far more frequently than the public knows.

Don't use up all your resources on the easy stuff

Patient Zero for AI is fast approaching.

Taylor Swift, the NFL, and Enterprise Sales.

This week I share another edition in the Master Useless Information series.

This week I share another edition in the Master Useless Information series.

This week I share an example of the mental toughness required to compete like the best.

This week I share a perspective on “fake work.”