February 24, 2015

3 Tips To Help Sales Reps Increase Trade Show ROI »

Selling at a trade show requires more than just showing up. Sales reps need to be proactive, which increases ROI and justifies the marketing expense. But what usually happens? The trade show and marketing personnel have put together a great exhibit. The booth looks fantastic and delivers the company message. You have the pre-show meeting where you tell all the reps what is expected and then when the doors open… the reps stand around and talk to one another, play with their phones or laptops, and wait for someone to amble into the booth. (Sound familiar?) Worse, they only want…
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January 16, 2015

What a Donkey Can Teach You About Communication and Teamwork »

Aesop tells a story of a man who owned a donkey. He would offer a ride on his donkey to those who were looking to cross the hot desert. One day, a customer purchased this service and the customer, the man, and the donkey took off across the desert. After a few hours, the customer who was riding on the donkey decided he wanted to take a break. So, the customer dismounted and, seeing that the donkey cast a nice shadow, sat down in the shade of the beast. The owner of the donkey was not pleased at this, as…
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November 20, 2014

Leadership Tips: 5 Minutes with a Leader – Jonathan Colehower, Senior VP & CMO at Manhattan Associates »

It’s been said that managers do things right; leaders do the right things. Finding those traits in one person is unique and inspiring. Such a person is Jonathan Colehower. Jonathan is the Senior VP and Chief Marketing Officer for Manhattan Associates, one of the largest supply chain corporations in the world. In addition to fulfilling his business responsibilities, what makes Jonathan a great leader is his reach beyond those tasks. For example, his commitment as a board member to the Atlanta-area Leukemia and Lymphoma Society and his duties as the Chairman of the Board of Desire Ministries – a faith-…
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October 28, 2014

Secrets of Houdini Can Help You Escape Problems »

On Halloween day 88 years ago, Harry Houdini took his last breath. Undoubtedly recognized as the greatest magician who ever lived, Houdini was, in fact, an escape artist who could escape from impossible situations. That is what captured the minds of his audience in the 1920’s and still does today – the desire to escape from the problems and challenges that bind our lives, like the handcuffs and leg irons that bound Houdini. Houdini not only devised his own escapes, but would also accept challenges from the audience. In all cases, he escaped the same way. What was Houdini’s secret?…
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October 23, 2014

5 Minutes with a Leader: Mark Kuta – Oracle Executive, Author of “Think Like a CEO” »

I was working for a client at a trade show in San Diego, when I met a light-haired, affable young man with an outgoing personality. This man was Mark Kuta, Jr. who, over the course of his career, has sold over 100 million dollars of enterprise software, with a significant amount of these sales being OVER list price! (That’s virtually unheard of in the software industry.) Currently the Value Chain Planning Manager at Oracle, Mark is also the author of the award winning (and career enhancing) book, “Think Like a CEO.” In his book, Mark covers the language of business,…
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October 14, 2014

Achieve Success: It Takes “Pluck” Not Just Luck »

One of my favorite “oldie but goodie” success stories is that of Nicholas Barsan, from Queens, New York. In 1987, “Success Magazine” named him “the world’s greatest real estate salesman.” The year before, he had earned more than one million dollars by closing more than twenty-seven million dollars worth of real estate transactions. (Remember, that was a million in commission in 1987 dollars.) The amazing part of Barsan’s story is that he was a Romanian immigrant and had been selling houses in the United States for only four years, when his accomplishments were so publicly recognized. He was new to…
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September 30, 2014

Boring Job – Are You Making More Than Parachutes? »

  During WW2, parachutes were being made by machine and by hand. The job was tedious – it was the same thing every day. From the worker’s point of view, it was a pretty dull and boring job. One day, noticing the apathy of his employees, the boss walked into the parachute plant and pulled his workers aside for a meeting. He said, “I know that putting these parachutes together is not the most exciting type of work and it can get real boring sometimes, but let me tell you – what you are doing is vitally important not only…
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September 23, 2014

Respecting Others: The Head Hog at the Trough »

A wealthy man called his church and asked the secretary if he could speak to the “head hog at the trough”. The secretary said, “Who?” The man replied, “I want to speak to the head hog at the trough.” The secretary said, “Sir, if you mean our pastor, you will have to treat him with more respect and ask for the reverend or the pastor. You certainly can’t refer to him as the ‘head hog at the trough’.” The man said, “I see. Well, I just happen to have $10,000, and I was thinking about donating it to the building…
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September 18, 2014

5 Minutes with a Leader – Marc Winchester: V.P. Enterprise Segment for Phreesia »

If you were asked to picture in your mind a person who is a major fan of The Rolling Stones, but enjoys biking, walking and hand-crafting vintage postcards, different images of people may come to mind. However, for me, that image is one of Marc Winchester. While that is one side of the affable and easy-going side of Winchester, the other is that of a veteran of healthcare IT with a track record spanning over three decades. Currently the Vice President of the Athena Enterprise Segment for Phreesia, Winchester is in charge of growing Phreesia’s footprint in large ambulatory clinics…
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September 16, 2014

Video Power – 3 Ways to Increase Views and CTR (Click-Through Rate) »

According to a report by Forbes Insight – in association with Google – a survey of 306 C-suite executives revealed that – at least weekly – 75% of those surveyed watch work-related videos on business sites and 52% watch work-related videos on YouTube. Furthermore, over 60% will then view a company’s website and more than half of the executives – under 40 – actually move forward and make a business-related purchase, after viewing a video. That is a fairly strong argument for the power of videos. And if executives are relying on videos, so are others at those companies. With…
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September 12, 2014

To Succeed Takes UMPH To Triumph »

To succeed at anything requires trying harder and doing more than you think you can. It’s about not stopping when it hurts or when you’re tired or when you don’t see the results you want. You just have to keep going. Why? Because someone else with less talents and skills than you won’t stop! They will keep pushing and trying… and due to that… that may steal your shine! Don’t let that happen. Just keep pushing. Do just one more thing than you think you can. Do just one more thing – one more video, one more email, one more…
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August 27, 2014

3 Networking Event Ideas to Heighten Interaction and Mind Share »

Coming up with networking event ideas can be challenging. In fact, there are two major challenges. The first is getting your guests to interact with others, outside of their usual connections; the second is providing attendees with an experience that they will talk about, when they get back to their office. In other words, “mind share after the event.” While networking is the primary issue, mind share is also important. The reason is simple: Corporations spend thousands of dollars on these events, but due to the usual “cookie cutter” program, after the event is over, it’s quickly forgotten. This loss…
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August 21, 2014

5 Minutes with a Leader – Robert Wright: Chief Editor, “Life Science Leader” Magazine »

You just never know who you will sit next to on a plane. After a hectic boarding of a flight, a pleasant fellow sat down in the seat next to me. We started to chat and laugh and continued to do so the entire flight. In fact, we haven’t stopped chatting and laughing since – although now it’s via emails and phone calls. While his sense of humor is sharp, so is his ability to be part of a team of experts in the editing and writing of one of the foremost magazines in the pharmaceutical and biotechnology industries. With…
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July 21, 2014

How To Become a Better Leader – Oil Yourself »

Maybe this happened to you before…if you don’t add oil to your car or your lawn mower, you are soon going to have problems. Why? Because oil is the magic ingredient that reduces friction. In the workplace, there can be tons of friction. As the leader, part of your job is to reduce that friction and keep all the units working together smoothly. One way to day that is through developing a higher level of trust between yourself and those who report to you. Low levels of trust stifle innovation. If you aren’t trusted, your team will not act as…
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