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Do Salespeople Lie More Than Other Professionals?

  Compared to other professions, are salespeople disproportionately prone to lying? To reveal the answer, I searched online for most dishonest professions, and was rewarded with several surveys. One study conducted in 2014 listed the top 10 least honest (the number following indicates the percentage of survey respondents who believed the profession trustworthy): Lobbyists – […]

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In the Digital Revolution, Customers Have Nothing to Lose But Their Privacy

“If advances in technology during the industrial revolution swung the balance of power toward the corporation, those of the digital revolution have swung it back toward the customer,” Matt Watkinson wrote in his book, The Ten Principles Behind Great Customer Experiences. The precarious balance of commercial power, always teetering and tottering! The effects can be […]

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Is Maximizing Shareholder Value Poisonous?

If you grab your favorite marketing book and boil away process diagrams, statistics, and literary fluff, just two words will remain: create value.  Easy-sounding advice, but for most executives, it’s wicked hard. An ideal place for opportunists to step in and promote simple answers and quick remedies. Business leaders have an insatiable appetite for how-to’s […]

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Doused Fyer: Does Our Obsession with Audacious Innovation Make Us Suckers for Scams?

  What’s the difference between aggressive marketing and a sales scam? The aftermath of the 2017 Fyer Festival  explores this question, and lawyers are debating the answer. Was the event a wayward business venture, or a get-rich-quick scheme? The festival’s originator, entrepreneur Billy McFarland, claims honest intentions, but blames faulty planning and bad circumstances for […]

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Will Today’s Essential Sales Skills Become Obsolete in the Smart Machine Age?

In 2015, nearly four million babies were born in the United States.  Today they are toddlers, and many will be asked what they want to be when they grow up. Expect hesitation. The question will not be as easy to answer as it was for my generation. By the time these kids hit twenty, many […]

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