Michael Fraidenburg, president of “The Cooperation Company,” a consulting firm specializing in alternative dispute resolution, and author of the book, ”Intelligent Courage,” provides powerful tips for resolving disagreements and closing deals. Perhaps the best gem is his 3-step process: 1) observe the emotion, 2) identify the needs driving the emotion, 3) convert the needs into […]
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[San Francisco, USA] Brett Clay and Owen Allen report their observations at the end of the five-week, world-wide tour of Windows Azure Platform University. It’s not hype–Windows Azure Platform really does relieve resource constraints and enable businesses to quickly respond to opportunities. Available in HD and full screen: Click Here
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[Atlanta, USA] Brian Metz, director of business development at Agile Thought, says business development managers need to collaborate with customers, rather than “charge in with recommendations.” Brian also sees businesses looking toward cloud-computing and mobile technologies to exploit growth and efficiency opportunities. Available in HD and full screen: Click Here
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[Warsaw, Poland] Globalization means companies from around the world compete for the same opportunities. So what does globalization look like from the view of a Russian company competing for business in the USA? Anatoly Gaidai, technology director, Aplana Software Services in Moscow, says companies must know their competitive strengths and weaknesses and define a unique […]
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[Sydney, Australia] Brett Clay interviews Neil Workman, Principal Consultant at Fujitsu Systems, after the conclusion of Windows Azure Platform University in Sydney, Australia. Neil says high-value is created by focusing on business objectives and shepherding customers through the changes required to achieve them. He also says that to be a trusted adviser to c-level executives, […]
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[San Francisco, USA] Brett Clay, the host of The Actuation Zone, and Owen Allen, Principal at SharePoint Directions, LLC are embarking on a 5-week, around-the-world tour to train Microsoft sales people, system integrators, and independent software vendors on Microsoft’s Windows Azure Platform cloud-computing offering. During the tour, which includes events in Sydney, Singapore, London, Munich, […]
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TJ Walker, the author of the USA Today #1 bestselling book, “TJ Walker’s Secret to Foolproof Presentations,” says the days of traditional media techniques turning products into overnight successes are over. He says today’s marketers must build audiences online by constantly posting new content that attracts readers, listeners, and viewers. Listen as TJ shares his […]
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Larry Chiang, author of What They Don’t Teach You at Business School, says you can have an Ivy League business school network without attending Stanford Business School or HBS. He also says you can do it in less than 20 mins per week using social media and hosting events. Available in HD and full screen: […]
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Joanne Black, author of No More Cold-Calling, says building a referral system is far more effective than cold-calling. But, to do it correctly, it needs to be a priority, you have to have a process, and you have to get comfortable with asking for referrals. Available in HD and full screen: Click Here
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Jill Konrath, author of SNAP Selling, says today’s crazy-busy people are behaving differently under their tremendous pressures. To gain access, salespeople must already have identified the prospective customer’s burning priority before making the call. Then, says Jill, getting in the door is a SNAP! Available in HD and full screen: Click Here
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TJ Walker, the author of the USA Today #1 bestselling book, “TJ Walker’s Secret to Foolproof Presentations,” says there is no excuse not to be using video in your business. He also says anyone can quickly prepare a pretty good speech. The key to both, says TJ, is to just…get started. Available in HD and […]
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Mark Hunter on What Your Sales Manager Won’t Tell You
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