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Don’t Be This Guy

While I have gone through a fairly rigorous set of writing/grammar classes in the past, I don’t consider myself a grammar nazi. Those who live in glass houses and all… But there is a definite time and place to ensure that your communications (both verbal and non) are crisp and as perfected as possible. When […]

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Whiteboarding Mastery

Oh how the simple act of a technical whiteboard session has matured over the last 15 years since my humble beginnings as a newly minted SE. As a followup to my Storytelling Mastery article, I realized I had somewhat neglected one of my most important tools in conveying information. Here are a few things whiteboarding […]

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Storytelling Mastery

Presentation, if done well, is essentially applied storytelling. And the practice and art of storytelling is one of the defining characteristics of a great SE. As I reflect on both the areas where I have excelled and the areas I would like to improve–interestingly–they wind up being the same thing. And that thing is the […]

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Death By Committee

Maybe it’s just me, but it seems like more and more product/buying decisions are being delegated to large cross functional groups or formal committee’s. Now, this is likely due to procurement changes that have been implemented post recession. But selling to groups presents a unique challenge to sales teams and SEs that require special considerations. […]