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A Fisherman's Story
Recently I did a podcast with Scott Costa of tED magazine. I compared customers to fish.
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Voices from the Future
Anyone who claims they can see the future needs to explain why they aren’t the richest person on the planet.
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The Reset Button: When Every Sale Matters, Let X-Check Help You Make the Most of It!
As a result of the COVID-19 pandemic, more and more B2B sales are moving from the phone line to online. What started out as response to a crisis may become the new normal, and by eliminating the 9-5 barrier, customers can order around the clock. They are ...
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Data is the New Black
There’s nothing like being stuck at home all year to make you finally face up to the things you’ve been putting off. Everyone I’ve talked to has spent the summer doing home repairs or upgrades — that dining room you’ve just put up with for years, that ...
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Weatherproof Your Company Using EDI
Though distributors can’t change or control weather that wreaks havoc on the supply chain, such as hurricanes, floods, and lightning strikes, we can minimize the weather’s impact on our daily business processes by using Electronic Data Interchange (EDI).
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The Times, They Are a Changin’
Over the next decade, we’re going to see more disruptive change than we’ve seen over the last 30 years – since the fax machine was replaced by email and we all somehow thought it would make us more efficient and free up our time. That change will be a ...
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The Audacity of Inaction
It’s maybe the most popular response I get when talking with clients: We think this is a great idea but we have so much going on right now that we want to just put things on hold. Maybe we’ll revisit at the end of the year. It’s the "it’s not you, it’s ...
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Market Data Program - Turning Market Data into Action
In uncertain times such as these, the need for timely data to help inform organizational and business decisions is greater than ever before. Over the past several years, NAED has been working to bring you this additional data through the Market Data ...
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Time for a Game Plan
This column should be called A Thousand Words On Something Obvious. Everyone agrees about this already, what value could I possibly add to this kind of subject? So call it a favor, humor me for just a few minutes. I want to get into what a game plan ...
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What if... We Stopped Setting Sales Goals?
There’s something in the air in Ireland that encourages a questioning nature. Maybe it’s leprechaun dust, maybe it’s the Guinness fumes.
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