Business is Global, and Everyone's an Ambassador

By Patrick Longo

I recently visited NY and decided to “kill two birds with one stone.” My son loves ships. He claims he’s going to be a pirate when he “grows up.” We laugh, but as I am his father, it’s my “job” to ensure he follows whatever career path he wants to follow. When he first notified me of his career choice, I asked him, as if he was a worldly adult, &ldqu

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Are Your Salespeople DOA?

By Patrick Longo

Every time I visit a hospital, no matter the reason, I am always reminded that this particular place will contain some of, if not the happiest days of my life, as well as some of, or the saddest days: birth and death. There’s really no building that contains such emotional juxtaposition. But businesses have some pretty distinct juxtapositions of their own. This sometimes

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It's Never the Perfect Moment (Unless It Really Is)

By Patrick Longo

There’s Never a Perfect Time (for Anything)There is, most likely, a moment in each of our lives, where we realize that things are not exactly going as planned. Whether it is self-determination or destiny, we know there are several roads we can take to get to the destination, and sometimes in life we realize that the only thing holding us is back is… us, especially when w

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Think Twice Before Hiring a Porsche

By Patrick Longo

Beware of Shiny, Pretty ThingsIt’s no secret in life that people like shiny, pretty things. We get distracted by them like cats chasing flashlight beams on the wall. We dream of them. We covet them. We playfully paw at them in our sleep. We chase them and often try to “trap” them as tenderly as we can with our sharpened claws. We like the hunt, the courtship, the play.

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Stop Hunting for the Company Panacea

By Patrick Longo

You’ve heard the tales. Studied the clues. You believe it’s out there, hidden in the shadows. Maybe it’s deep in the jungle in an exotic country. Or the mysterious 10-x hole on Oak Island. Or your Great Grandfather’s attic. Or in your grandmother’s diary. Or on the back shelf at the old pharmacy. Or the bottom of your physician’s doctor’s bag. It’s t

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Show Your People How to Walk Before They Run

By Patrick Longo

I had to open my mouth. It was the night before Thanksgiving, and I was half-dreaming of turkey legs and mashed potatoes. My brother-in-law came to my house to spend time with my family. He mentioned the Troy Turkey Trot, a 5K and 10K morning race that is part of a strong Thanksgiving tradition in my hometown and asked why he had never heard our family discuss it. I quickly explained it

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13 Ways You Show You're Not on The Culture Bus

By Patrick Longo

Those of you who have read my LinkedIn articles know that I eschew lists and begin my articles with a story. Not here. The following are excerpts from my soon-to-be-published books: Company Culture Isn't Cute (If You Mean Serious Business), and The Just Disease. So let's just get down to business. Here are 13 ways most companies (and people in companies) show they're&nbs

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The 3R's For Creating A Better Success Story

By Jim Signorelli

One of the most important tools in any salesperson’s tool kit consist of success stories that demonstrate capabilities, build credibility, and move the prospect closer to signing on the bottom line. Here’s a template used to describe the three parts of the commonly told success story: - State The Problem:  i.e. "Life Charities  was hav

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Honestly and Ethics: Two Powerful Leadership Characteristics

By Billy Arcement

In the hustle and bustle of today’s business environment where speed is essential to making decisions, it’s easy to forget two important traits—honesty and ethics.  But sometimes the moral fiber of society and the blind ambition of some leaders will not even consider these two most powerful leadership characteristics as part of their decision process.HonestyEffective

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Experience: The Difference Maker

By Billy Arcement

“If a man with money meets a man with experience, the man with money will gain some experience but the man with experience will gain some money.”I’ve shared this quote many times with my audiences. It’s a clear indication about the power of experience and the potential experience brings to a situation. Let me share a personal example to illustrate my point.When I le

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