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Why leaders need ‘IceQ’
Paul Henderson | September 29, 2018Three attributes provide the foundation required for great leaders. And the balance needed between the three elements can vary. Intelligence It’s no surprise intelligence ranks as the first element. While definitions of intelligence
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If you’re still selling solutions, you’re going to get crushed
Paul Henderson | September 28, 2018The technology industry is renowned for innovation, disruption and the fast pace of change. And yet, an old approach to sales lingers after almost 30 years. Fortunately, solution selling is
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Do your products fit the market?
Paul Henderson | September 22, 2018How do you know if you have the right mix of products and services for your market? How can you decide what changes to make? The way to answer these questions
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How to double the value of your business
Paul Henderson | September 20, 2018You can double your business’s valuation by creating a recurring revenue stream. The technology sector clearly understands this phenomenon. It’s why so many technology vendors have moved to subscription pricing. They’d
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What customers want most is their own success
Paul Henderson | June 22, 2018Successful businesses enable an outcome their customers regard as success. These businesses are crystal clear about that outcome. And they build their business around enabling it. But what is that
