Russell J.White

Inside Job
To be successful in selling, you first must understand the rules. Rule 1 To the customer, your products are generic and difficult to differentiate. Rule
The Best Salespeople are Free
Cultivate your most enthusiastic customers and they will spread the word for you.
Gotta Know People
In these times of Talent Wars, where competitors poach and steal the best talent from anywhere they can find it, managers need to be sure their top talent's
The Insiders
Back in the dark ages I owned record albums with hidden soundtracks and Monty Python's Matching Tie and Handkerchief album had a second groove on one
Leadership Assessments
The annual review is a time-honored tradition at most companies. In some companies, the review is a pencil-whipped standardized form with everyone getting
Turf Wars
Turf wars naturally crop up among electrical distributors competing for the same customers. When turf wars occur within your own organizations, they usually
6 Steps to Big Success
Success in today's business world is predicated less on the systems within an organization and more on the people in the organization dedicated to making
The Go Factor
Ask your board, your executive team and yourself: Are we making decisions based on continued and future success, or are we making decisions on the here
Striving for Perfection
Leaders all too often focus on obstacles rather than opportunities. They must first have the vision to see opportunities for their companies and then
Hiring the Cream
While discussing job applicants from today's younger generation, a client told me, I'm just trying to hire the cream of the crap. When I share this comment


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