Consider this: The “Operating System” (programs like Microsoft’s Windows) is the most powerful program in your computer. Without a powerful operating system, your device is just a collection of parts that do nothing but sit there. The first business computer on my desk was an Epson QX-10 that featured the “CP/M” operating system. It was …
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How do I know what my team is really doing when most of the time they’re not under my direct supervision? What can I do to make sure my team delivers on my expectations consistently? These are two very common questions we regularly hear from our business coaching clients. So when things don’t go well …
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Comfort Solutions are Key to Performance-based selling

Beating the Comfort Commodity Challenge When it comes to comfort differentiation, HVAC manufacturers have it tough these days. The rapid pace of technological development means that no single manufacturer can maintain a competitive edge for very long. Each one invests millions of dollars developing new products and, before they can cash their first check, one …
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When it comes to HVAC sales, things can be quite confusing. The rapid pace of technological development means that no manufacturer can maintain a competitive edge for very long. Manufacturers develop a hot new box and, before they can cash their first check, a competitor has produced a bigger, better, faster or cheaper version. As …
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