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Research: How Information Influences Price-Harvard Business Review 25 Aug 2013 | 07:51 pm
Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled Research: How Sensory...
Take the Sensory Price TEST - Harvard Business Review 3 Aug 2013 | 01:35 am
Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. My recent Harvard Business Review article titled “Research: How Sensory Information I...
Why Customers Don't Buy - Harvard Business Review 13 Jul 2013 | 09:11 pm
Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled “Why Customers Don’t ...
Should Salespeople Get an MBA? 24 Jun 2013 | 02:02 am
It was a great honor to receive the USC Marshall Business School MBA Program Golden Apple Teaching Award last year. The award is presented to the professor who has had the greatest impact on their...
How Ronald Reagan would Change your Sales Presentation 10 Jun 2013 | 08:04 pm
Over the past few months I’ve been working with some very interesting companies to help them improve the persuasiveness of their corporate sales presentations. Here’s one of my favorite articles that ...
The IBM Rally Song! Do You Have One??? 1 Jun 2013 | 08:38 pm
“Nobody ever got fired for buying IBM.” That famous statement was uttered by many company executives in the past when IBM was the most dominant IT technology provider in the world. Since I work with s...
The Truth About 50+ Year Old Salespeople 19 May 2013 | 12:36 am
Over the last couple of months I’ve spoken to a number of experienced sales leaders and senior sales reps who were contemplating their next career move. Many feared their age might become an obstacle ...
HOW TOP SALESPEOPLE USE LINKEDIN-Harvard Business Review 27 Apr 2013 | 09:50 pm
Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled “How Top Salespeople ...
HOW TOP SALESPEOPLE USE LINKEDIN-Harvard Business Review 27 Apr 2013 | 09:50 pm
Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled “How Top Salespeople ...
Study Reveals Why B2B Salespeople Lose Deals 7 Apr 2013 | 09:18 pm
Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled “Ten Reasons Salespeo...
