Author Archive for Mark S A Smith

Why Do So Many Startups Fail?

Why Do So Many Startups Fail? Why do so many startups fail? It’s not for a lack of passion: founders

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Sell Way More With a Playbook

Sell Way More With a Playbook Every sports team has a playbook. It shows the team how to make the

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Lead with the Truth

Lead with the Truth Executives: What’s the most important thing you can do as the leader of your company? Speak truth,

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Jokers Can Kill Deals

Jokers Can Kill Deals My high-school class voted me “wittiest” in the senior superlatives. That’s a label that I’ve tried

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Why Customers Pay Attention to You

Why Customers Pay Attention to You Do you know why your customers pay attention to you? Do you REALLY know why? There

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How to Successfully Sell a Broad Portfolio and Disrupt Your Market

How to Successfully Sell a Broad Portfolio and Disrupt Your Market The challenge with selling a broad portfolio is that

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What Makes You Successful Today Kills Your Business Tomorrow

What Makes You Successful Today Kills Your Business Tomorrow Massive disruption ahead. You can be blind to it or stare

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What’s More Important in Sales: Transaction or Trust?

What’s More Important in Sales: Transaction or Trust? What’s more important in sales? The transaction or customer trust? How you

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Buyer Approval Limits and Perceived Risk Determine How to Best Sell

Buyer Approval Limits and Perceived Risk Determine How to Best Sell Everybody has a purchase approval limit. You do. I

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Cold Calls Kill Your Sales: How to Do it Right

Cold Calls Kill Your Sales: How to Do it Right If you’re reading this, you either manage people who cold

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