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Crossing the Chasm

Growing and marketing a technology company is different than other industries. New technology often is misunderstood, mischaracterized, or simply too technical for most people to understand. How do you grow a technology business like Salesforce or YouTube? In Crossing the Chasm Geoffrey Moore discusses how the notion of the hockey stick growth, the up and... Continue Reading →

The Challenger Sale

The challenger sale profiles different types of sales personalities and identifies a group that consistently over time produce the highest likelihood of performance. The group as the title aptly references is a sales profile of the challenger seller. These individuals approach selling in a way that provides value to clients through education and providing alternative... Continue Reading →

Crushing It!

If you are unfamiliar with Gary Vaynerchuk he is an entrepreneur who goes deep into social media and branding. His mantra is all about pumping out quality content to build a brand on all social media platforms. Gary wrote a book called Crushing It! which I just finished reading that opens with a little bit... Continue Reading →

Hidden Influence

I picked up Pre-Suasion while at the Berkshire Hathaway Annual Shareholder meeting and was able to get a signed copy from Robert Cialdini. I had never heard of the book before but found it to be a good blend of psychology and business. The book is written to show how framing or things that happen... Continue Reading →

Never Split The Difference

FBI Hostage Negotiator Chris Voss writes about his experience as a lead FBI negotiator and how he has applied what he learned in the business world. The stories that Chris highlights are absolutely captivating and provide great context for strategies and tactics to implement in negotiations. I flew through this book as I work in... Continue Reading →

Communications Workshop

Earlier this week I attended a communications workshop from Dick Butterfield trainers who focus on corporate communications coaching. The focus was on creating powerful stories, organizing power bites, and conducting impactful meetings. The trainer we had has been coming to my company to train our employees for many years and has a background in helping... Continue Reading →

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