In this week's edition of Win More, Make More, I share how Larry's genius empowered and enabled a small group of sales leaders to do what they do best.

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This week, in an effort to highlight the power of emotion, I share a very personal story.

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Win More, Make More will return on April 6th.

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With the Verizon, JCPenney, and Origin of the ULA stories yet to come, we take an exit off Memory Lane to share what's happening right now for this week's edition of Win More, Make More.

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Thirty minutes into this meeting, Larry looked like he needed a cigarette. I knew the look and the irritated body language.

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An example is an Olympic gymnast, training all the time and able to accomplish some of the most challenging maneuvers but will not and can not successfully execute them 100% of the time.

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Her project ultimately became Amazon's now famous personalization engine.

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Whether the same deeds appear brilliant or dreadful can depend entirely on the reputation of the doer.

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Lady in Distress is what they called their series of studies where they would simulate…

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Name the five wealthiest people in the world.

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Like my team would expect of me, I “rubbed some dirt on the wound” and jumped back into the fight!

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Francesca Gino was a superstar, an academic superstar.

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For whatever reason, I was not on my "A" game.

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All That We Can’t Leave Behind

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"Service is not a sacrifice; it's an honor."

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This becomes relevant to enterprise selling because of the "culture" adopted by the Bell System.

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When we have attended such a meeting and then it disappears, we realize its importance.

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We have a couple of situations where management asked us to try to pull from next year into this month.

This week's edition of Win More, Make More focuses on those deals that are surprises.

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Enterprise technology sales is really hard.

We have to have the discipline to do those things we need to do when we don’t want to and not to do those we aren’t supposed to do even when we want to.

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Apparently, at or around 5:15p someone from the kitchen announces that dinner is ready. With the noise level in the kitchen now at a low roar, neither of us hear that and continue watching the football game.

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