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Jodi is a sales manager with an interesting philosophy. “We’re all familiar with win-win,” she said. “It’s a common cliché these days. In business relationships – especially any kind of … more
Back in my ad agency days, I learned a big lesson about what to do – and what not to do – in a sales presentation. I was sitting in the office of the owner of a construction business, … more
Back when I was in the ad agency business, I made a logo presentation that turned into a fiasco. It was an uncomfortable reminder of the importance of a presentation environment. This … more
On a visit to my eye doctor for a check-up, I noticed a poster on the wall in the examination room. It featured a series of photographs of the same scene. The first photo depicted the scene through … more
MAKING SENSE OF WHAT LOOKS LIKE NONSENSE Having trouble making sense of the constitutional amendments that will appear on the ballot this November? I am, and I’m a lawyer! As … more
FINDING COMMON GROUND Some of you remember Governor Cooper before he was governor - even before he was attorney general - back when he was Senator Cooper.  In 1995, then Sen. Cooper was … more
I was talking to Greg, a veteran sales manager “Our sales team knows the importance of asking questions and gathering the right information,” he said. “But the key is to write it down … more
School’s out! I am fresh off teaching media law at the UNC School of Media and Journalism over the 2017-2018 academic year. I loved it and loved my students! I am happy, though, to now have time to … more
We’ve all been there, flipping through seemingly endless television listings. A minute goes by. Then two. Then three. Next, a 10-minute scroll and a difficult search through Netflix. And still … more
Carla has been selling advertising for many years. She has researched and tried a variety of techniques to answer objections. “Just about everybody knows the Feel-Felt-Found formula,” she said. … more
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