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Back in my ad agency days, I learned a big lesson about what to do – and what not to do – in a sales presentation. I was sitting in the office of the owner of a construction business, … more
Back when I was in the ad agency business, I made a logo presentation that turned into a fiasco. It was an uncomfortable reminder of the importance of a presentation environment. This … more
On a visit to my eye doctor for a check-up, I noticed a poster on the wall in the examination room. It featured a series of photographs of the same scene. The first photo depicted the scene through … more
MAKING SENSE OF WHAT LOOKS LIKE NONSENSE Having trouble making sense of the constitutional amendments that will appear on the ballot this November? I am, and I’m a lawyer! As … more
FINDING COMMON GROUND Some of you remember Governor Cooper before he was governor - even before he was attorney general - back when he was Senator Cooper.  In 1995, then Sen. Cooper was … more
I was talking to Greg, a veteran sales manager “Our sales team knows the importance of asking questions and gathering the right information,” he said. “But the key is to write it down … more
School’s out! I am fresh off teaching media law at the UNC School of Media and Journalism over the 2017-2018 academic year. I loved it and loved my students! I am happy, though, to now have time to … more
We’ve all been there, flipping through seemingly endless television listings. A minute goes by. Then two. Then three. Next, a 10-minute scroll and a difficult search through Netflix. And still … more
Carla has been selling advertising for many years. She has researched and tried a variety of techniques to answer objections. “Just about everybody knows the Feel-Felt-Found formula,” she said. … more
With the increase of student activism brought on by recent school shootings, journalists must look to new (and younger) sources of information than they ever have before in order to get their … more
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