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The Rise and Fall of Opposite Industries: Weed & Golf

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While Capitol Hill wrestles with granting approval of banking access for the fledgling but poised to explode marijuana industry, another green-based business — golf course management — wrestles with a crisis that desperately cries for reinvention. I live in Colorado and, along with Washington, our state has moved to legalize marijuana purchase and use. The […]

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The 3 Rules of Good Coaching

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Inspiration for this column comes from revisiting the teaching tenets of legendary Baltimore Oriole baseball coach Cal Ripken, Senior. Cal Senior was with the franchise as player, coach, manager, and scout for 36 years. He was hugely responsible for the Baltimore Orioles’ sustained excellence during the franchise’s glory years. He created and taught developing players […]

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The Power of Efficient Sales Coaching

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Today I toss out two questions: If you landed the biggest deal in the history of your company, how would it change your life and career? If you applied what you learned with discipline and respect and rose to a position of senior leadership in a Fortune 500 company, how much value would you place […]

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Why Good Talent Leaves

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Talented people choose to leave organizations for a simple reason: Talent has options. The further you slide back along the excellence curve, the fewer options those lesser performers will have. Because of that, mediocrity tends to stay. But top performers live with a different realism. They will be courted by other companies, recruited by headhunters, […]

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Selling vs. Marketing: How to Find the Help You Really Need

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“How do you explain the difference between sales and marketing?” For the past few weeks I have been reading a LinkedIn subgroup’s responses to this simple, straightforward question. A global collection of electronic connections have been flinging guesses back and forth like aerial salmon lobbed around Seattle’s famed Pike Place Flying Fish. As of this […]

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How United Airlines Lost a Million-Mile Flier

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My two longest loyal business alliances have been Hertz rental cars and United Airlines. Today the list dwindles to one, Hertz the lone survivor. Hertz treats me just as special now as my first rental three decades ago. Yesterday, for the umpteenth time, United was less than zero help when I sought human help planning […]

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Istanbul: How Selling Will Change in the Future

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  Istanbul: the History of Sales in a 5-Block Radius (part 5 of a 5-part series)     Three things will shape the near-term evolution of Istanbul’s sales culture: The continued westernization of Turkish culture Technology Domestic growth & tourism 1. The continued westernization of Turkish culture Comfort and convenience drive foot traffic. Foot traffic […]

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