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"sharpen your saw" with some thought provoking ideas

We are Obligated to Manipulate our Customers - Aug 2018

Before you unfriend me from your social media, give me a chance to explore with you an uncommon interpretation of manipulation in the context of business transactions.

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The SPEC is dead. Long live the SPEC. - Aug 2018

Focusing less on the SPEC and more on the underlying concerns leads to a far more intimate, human-to- human (H2H) customer relationship.

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What's Trust Got to do With It - Dec 2017

Most of us think of trust as a binary attribute of a person's moral character - someone is either trustworthy or not. In this article, I explore a new interpretation first articulated by the Chilean-American philosopher, entreprenuer Dr. Fernando Flores.

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Engineering the Presentation - Nov 2017

A key to a winning written proposal is to be clear, concise and compelling. Yet, in the world of complex sales and high tech solutions, I often observe the opposite. In this article, I tell the story of the most valuable piece of original writing that sold at auction for $6M that takes just three minutes to read. And it was written for a teenager to explain what can be argued is the one of the single greatest discoveries of all time.

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