A Million and Change

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A Million and ChangeHuman Nature, Innovation, Startups

by Rusty Williams on 2 January, 2014 with 0 comments
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Kevin Systrom.  Mark Zuckerberg.  Larry Ellison.  Jeff Bezos.  Feel free to fill in more names.  Off the top of your head I bet you can think of a dozen or so business successes.  These are the poster children of entrepreneurship.  They beat the odds.  Bet everything and won.  This is proof that perseverance pays off, …

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Winning Against Your Biggest Foe: the Status Quo

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Winning Against Your Biggest Foe: the Status QuoHuman Nature, Sales Management

by Rusty Williams on 29 August, 2013 with 0 comments
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Who’s your competition?  Ask a newly minted sales rep that question and they’re likely to pull out a chart with a list of several products and features neatly organized into columns with checks and circles.  Of course there will be checks next to their product and lots of blank boxes next to the other options. …

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Never Spike the Ball

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Never Spike the BallHuman Nature, Management

by Rusty Williams on 15 August, 2013 with 0 comments
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With lightning fast speed, DeSean Jackson broke away from the Dallas defensive backs, caught the pass in stride, and cruised into the endzone for a touchdown.  Or at least what looked like a touchdown.  Upon closer look with television monitors showing step by step of the catch and run, it was clear that DeSean had …

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Bull

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BullHuman Nature, Marketing

by Rusty Williams on 2 April, 2013 with 0 comments
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It’s not in my LinkedIn profile, but the first job I ever had was working on a farm.  You might imagine a me in a straw hat and overalls picking vegetables but that’s not the case; our “crop” was animals.  It was a Black Angus farm.  The center of attention was the pure-bred, prize winning bull …

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Be Translucent

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Be TranslucentHuman Nature, Management

by Rusty Williams on 28 February, 2013 with 0 comments
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“Transparency promotes accountability and provides information for citizens about what their Government is doing.” This is the introductory sentence from the Transparency and Open Government Memorandum written by President Obama. Transparency was a key theme in Obama’s campaign and it’s become a buzzword in business.  You can find thousands of examples of companies touting their …

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We Sell Better Than Me

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We Sell Better Than MeHuman Nature, Sales Management

by Rusty Williams on 20 February, 2013 with 0 comments
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One of the inherent risks of social media, blogs, and the quest for thought-leadership is a me-centric view of the world.  This also evident in all the talk about “personal branding”.  There’s a very real tension between personal branding and company branding — more specifically who owns content produced by “thought leaders” while on the …

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Ditch the Script

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Ditch the ScriptHuman Nature, Sales Management

by Rusty Williams on 19 February, 2013 with 0 comments
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“Who’s the decision maker?”  The meeting had barely started, but our newly-hired sales rep had already launched into his script.  He said that phrase.  Verbatim.  To a prospect.  I cringed and sunk in my seat.  After an evasive answer by the prospect, the rep hit him with a follow-up.  The second question on his notepad: …

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Go Up to the Whiteboard

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Go Up to the WhiteboardHuman Nature, Sales Management

by Rusty Williams on 13 February, 2013 with 0 comments
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PowerPoint sucks.  That’s the common refrain.  But the reality is PowerPoint is actually quite amazing.  It can do anything — animations, photos, videos, charts — all wonderful tools to visually reinforce key messages.  That’s just the thing:  Powerpoint is a tool and you can use it well or you can use it poorly.  Most people …

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Scarcity and Love

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Scarcity and LoveHuman Nature, Marketing, Sales Management

by Rusty Williams on 7 February, 2013 with 0 comments
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Will you marry me?  With an outstretched arm the man slowly opens a box and the woman’s mouth drops open and tears fill her eyes.  Inside the little box is a ring with a clear rock glistening in a the evening light.  The rock, of course, is a diamond.  In our society it’s by far …

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