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Sales Lab

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Want to launch a project, begin by writing down what you have and what you want -  insights to follow!
An effective way to begin planning almost anything is to list what you have and create a separate list of what you want – once you see this information side by side, breakthroughs can result. Have-Want works for simple pr...
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The difference between science and engineering is that the scientist seeks what is true, while the engineer seeks what is good. 
Charles Murray introduced me to the idea in Human Accomplishment: The Pursuit of Excellence in the Arts and Sciences, 800 B.C. to 1950. Now that the Periodic Table is filled out, and so many overarching theories are proven, w...
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It's not the thinking, it's the doing that matters...
I find that most people know something about most subjects. To have someone make a big “aha!” isn’t part of the daily routine. Yet the value is seldom in intellectual understanding, but in daily practice. Years ago, I was run...
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The answer is, "it depends..."
Last night we had a large crowd for The Final Frontier at the Association of Information Technology Professionals. One of my teachers had been reading ahead and brought a thought paper about reforming our economy. Last time a...
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Improvements for old tools
We are living in a time of social and economic reinvention. I think it will be remembered as an internet powered renaissance. Jack and I spend a lot of time figuring out what is happening, exhorting each other dig further. Of...
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Easier To See After The Fact
I was working with an organization and ran into a strange situation. The head of their skunk works was a hero for doing things right. He was an inspiration for having his team working effectively, following the right order of...
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Have them in circles
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Sales Lab

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I started thinking back to breakthroughs I have seen that changed a company or an industry. They weren’t based on questionable ratios and miniscule improvements. Indeed that kind of noise keeps people from thinking about important solutions.
I was invited to a meeting where the guy at the front of the room was trying to improve group performance by talking himself into a froth. He had invented a ratio and convinced himself that a three percent improvement would m...
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My mentor Leonardo was backed by the Medicis, the Sforzas, and several Popes, the power elite of his time. That got him the assignments, the resources, and staff to do important work.
An address to the incoming class of the The Science and Engineering Apprenticeship Program at the United States Naval Research Laboratory emphasizing the importance of developing good communication skills for technical professionals. Making, building, discovering are the good parts.
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Building new capabilities
Jack and I were comparing notes. We are working with several new companies, and a first step is to figure out what we have to work with. Early conversations tend to go on and not provide much direction, except to wear everyon...
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If you plan based on a dream, a wish, or a hope, what kind of result will you end up with? Tell yourself the truth to shape a sustainable reality. 
As the story goes, when asked by his father about who chopped down the cherry tree, George Washington said “I cannot tell a lie, I did it with my little hatchet.” While this actually did not happen, throughout his life, Washi...
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Ed Catmull worked constructively with Jobs for far longer, and sees a better arc of the story, about a talented person who kept getting better at using his gifts. I like Ed Catmull’s appreciation of Steve Jobs. It is better, more nuanced, more valuable, than anyone else’s.
There are a lot of management books published every year. Some are great, some are good, many are awful. Creativity, Inc. : Overcoming the Unseen Forces That Stand in the Way of True Inspiration by Ed Catmull and Amy Wallace ...
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Larry and I spent a lot of time together reading the lists of significant accomplishments and significant achievers. Larry is my Android buddy when I need to learn something or check facts, “Okay, Larry, now...” and I get more explanation and context. 
Who were the most important inventors and artists from 850 BC to 1950? How many are there? How would you choose? What could you learn from a list of these achievers and what they accomplished? Human Accomplishment: The Pursuit of Excellence in the Arts and Sciences, 800 B.C to 1950 by Charles ...
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Have them in circles
31 people
Bryan Warring's profile photo
Jack Gates's profile photo
John Chadwell's profile photo
R.M. King's profile photo
Brian Page Hitman Marketing's profile photo
Manush Krastev's profile photo
CloudOPX's profile photo
Royal LePage Ottawa's profile photo
Marketing Kickstarter.com's profile photo
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Explosive Growth, Abundant Cash Flow
Introduction
Welcome to Sales Lab

We transform business.

Your market is changing – should you?

Dick says every successful salesperson needs a strong 4-point stance: Website, Blog, LinkedIn, and now, Google+.

Jack's view is cumulative organizational changes have no impact - unless you change what doers do.

Question: Why do this?

Are you creating sales or delivering results?

Are you making the most of the opportunities in your market?

Want more? – Please tell us how you would like us to proceed.