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Copyright © 2005 Don Maruska Customers want to buy results.  Many businesses lose sales because they focus on the tools they sell rather than the benefits that they deliver. For example, Steve, an expert attorney, bemoaned the low percentage of

You can trace almost any problem in an organization to a talent problem. In today’s fast-moving environment, it’s too difficult to train people to spot critical challenges and opportunities. You need people who have a nose for what’s

Many people focus on high visibility actions to project their talent. They look for grand strategies, innovative products, and other marks of distinction. What they often overlook are the personal attributes – how they do things – that can