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Is Your Business Model Sustainable?
I’m just asking. Think about it. How do you make money? Why do people really (emphasis on really) buy from you? Are you indispensable? These are all big questions, and they’re difficult to answer....
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Are You A Pest, Peddler or Demand Creator
For the last 20+ years, I’ve spent my life working with businesses and salespeople. I’ve seen quite a bit change over that time – things that have both encouraged and discouraged me. On the...
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Finding Demand Creators
Earlier this week, I wrote a post about The 5 Levels of Sales Excellence. It’s generated a lot of discussion, best summed up by this stream of comments: Rodney Johnson says: Doug – you nailed this...
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What Bach, Beethoven, Bruce Springsteen & Eminem Can Teach You About Growth
This post first appeared more than four years ago on this blog. Recently, I’ve had several conversations with clients and staff that have reminded me of this post. I thought it would be worth sharing...
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The Secret to Cutting Your Sales Cycle Time
I remember it like it was yesterday. It was my first “official” sales job in a stereo/furniture store. Having botched my first “presentation,” my manager pulled me aside and said to me, “Doug, it’s...
View ArticleYou Don’t Sell What You Think You Sell
I realize I’m about to induce headaches, but it’s critical you stay with me. I’m losing sleep, because every day I’m seeing really good businesses throw themselves into the middle of the...
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Commoditization Is Still The Enemy
I was talking with my friend, advisor and client – Gini Dietrich, and it hit me that I’ve been blogging for 5 years now. So, wanting to avoid some work for a few minutes, I thought it would be fun to...
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Is BlackBerry A Dead Product Walking?
There are 2 types of companies in the world today. You are either: The best, or You’re a “Me-too” company Only “best” companies will earn margin premiums and enjoy the growth worthy of the hard work...
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The Blackberry Open Letter To Stockholders
For 18 months now, I’ve been ripping Blackberry on this blog. Just yesterday and I mocking their announcement that we’re going to be blown away by the new phones they will be releasing. As I told my...
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Stop Being Boring!
It’s been quite some time since I had a good rant here, so I feel like I’m a bit overdue. On that note, I’d like to share with you the biggest frustration about my job. One of the things we do for...
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