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Author: Scott McKain

Take just a moment…right now…and write down the names of your two biggest competitors.   My guess is that if I could look at your list, I would see that you’ve listed other players in your industry.   You’ve just proven that we stereotypically define our competitors — and that holds the potential of causing us great harm in the future.   As I was doing the background research for one...

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Every sales professional wants their business to stand out from the competition and grow, but few actually do. Every leader desires to become more distinctive, yet only a fraction really are.   So, what’s the problem? Interestingly, there are some insights from a study of hip hop and rap artists. Scientific American’s website recently reposted an article from Nature on a study of brain scans of rappers that was revealing...

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Ray Massie is someone I’ve known…well, almost forever!   We were at Franklin College in Indiana together. And, when he was the top radio personality at WCSI in Columbus, Indiana, he was kind enough to recommend me for an on-air position with the station that helped me pay my way through college.   Ray has gone on to a highly successful career in broadcasting, leading several of the top...

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Last night, Tammy and I bought tickets to see a comedian who was headlining in Vegas. He was in a casino’s showroom for the weekend, and we figured his Sunday night performance would be the easiest of the weekend to obtain the best seats. He’s one of Tammy’s favorites from the “Blue Collar Comedy” channel on Sirius/XM, and we were ready for a great evening...

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Sad…but, true.   The level of customer service — not to mention the even higher standard of the customer experience — is genuinely, consistently pretty awful. A recent post by Michael Callahan makes a couple of important points about it.   Quoting a commentary from Jay Goltz in the New York Times, managers believe they can save X% by cutting back staff and reducing service. Guess what happens? Customers...

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