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Beware the Shadow

Tilden & Associates Posted on November 27, 2011 by Arnold TildenNovember 27, 2011

I live in State College, Pennsylvania, a small town that is the home to a huge university: Penn State. Until the events of recent weeks State College was known as Happy Valley. Everything changed earlier this month with media outlets … Continue reading →

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Skill power vs. Will power. Or Can’t vs. Won’t

Tilden & Associates Posted on November 7, 2011 by Arnold TildenNovember 7, 2011

Vince Coultis, Training & Development Manager for McClatchy Newspapers, had an interesting Linkedin post recently: Skill power versus Will power. Or can’t versus won’t behavior. How do you coach for this when performance is the issue? Vince’s inquiry fit so … Continue reading →

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Steve Jobs: Lessons on Selling?

Tilden & Associates Posted on October 23, 2011 by Arnold TildenOctober 23, 2011

Genius is complicated. No one illustrated that better than Steve Jobs. On the one hand, he was a brilliant designer, a charismatic leader, and an electrifying presenter. Some have compared his genius to that of Einstein and his impact on … Continue reading →

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Steve Jobs – An Inspiration

Tilden & Associates Posted on October 7, 2011 by Arnold TildenOctober 7, 2011

In recent days, I have been preparing career development materials for school children in Lithuania. The program is supported by the European Union and the grant was won by our Lithuanian colleagues at Versse Consulting whom we certified in SST®: … Continue reading →

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The Internet Changes Everything. For the Better?

Tilden & Associates Posted on September 26, 2011 by Arnold TildenSeptember 26, 2011

The Internet Changed Everything. Did It Make It Better? A common lament I hear from sales executives these days is that it is hard to get younger salespeople to pick up the phone and make a call. They are too … Continue reading →

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Sex & Selling 2.0

Tilden & Associates Posted on August 15, 2011 by Arnold TildenAugust 15, 2011

Way back in 2000, I wrote a Valentine’s piece for this newsletter on the Top Ten Reasons Why Sex and Selling are Alike: https://www.tildensst.com/Newsletter/Top%20Ten%20Reasons.htm. I was reminded of that offering when I read a recent New York Times article on … Continue reading →

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People Skills – Drs. & Salespeople

Tilden & Associates Posted on August 2, 2011 by Arnold TildenAugust 2, 2011

I was struck by a recent article in the New York Times on a “People Skills Test” being administered to aspiring medical doctors (http://www.nytimes.com/2011/07/11/health/policy/11docs.html.) It caught my attention, in part, because we frequently analogize the way good medical doctors conduct … Continue reading →

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Paradoxes of Selling

Tilden & Associates Posted on July 23, 2011 by Arnold TildenJuly 23, 2011

Thanks to Barnes & Noble’s Steve Falke, I had the opportunity to recently read D.P. Forrester’s Consider (2011). Forrester’s basic premise, reinforced by anecdotes throughout the book, is that we have surrendered the fundamental human need for deep reflection in … Continue reading →

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