“I’m doing this for seventy-five because I’m already in.”

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Surely not everyone was Kung Fu Fighting.

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Gemini responded that AI agents now handle prospecting, lead qualification, and basic Q&A.

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This week, I share a deeply personal life experience.

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Peoria has more in common with Iowa or Missouri than it does with Chicago.

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I remember being concerned that the "handlers" planning our CEO's travel were moving him around Manhattan in a black Suburban.

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In negotiations, focus on interests, not positions.

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His story was set in a library, something familiar to people from all walks of life. Brilliant!

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No matter how good our engineering team is, there are few options available to us to avoid this phenomenon.

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They feel they are close to landing a pilot that will lead to a significant order.

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This week, I share an encore edition on the magic of May at Oracle.

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We cannot quantify the enormity of consistent affirmation's impact on our confidence.

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They combine the theater, the choice of words, the voice inflection, the hypnotic subtlety, and the enthusiasm of…

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…and read this if you are hiring your first VP of Sales,

or if you want to be that VP of Sales.

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Many startups are advised that there is a cookie-cutter, rinse-and-repeat easy button for scaling sales.

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And when everyone believes, strange things happen, like miracles.

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Winning is when you compete against others.

Improving is when you compete against yourself.

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The printer in the order processing department starts up.

It spits out a purchase order from a customer.

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Avoid the trap of thinking you have something to lose.

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They had rehearsed for this meeting too. We weren't dealing with amateurs. In the enterprise space, we rarely are.

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