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Salespeople have questions. Jeffrey has answers.

Strategy Driven

Companies don’t want to “waste their time” on someone who “can’t decide without talking to their spouse” because the objection they use is, “I’m going to talk this over with my…” The bottom line is that company is rude, stupid, and will lose people (just like they lost you).

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How Military Veterans Can Turn Their Skills into a Corporate Career

Harvard Business Review

Since 2013, I’ve keynoted talks to groups of transitioning military veterans nearly 20 times as part of Deloitte’s CORE Leadership program, which helps vets reinvent themselves into civilian careers. He tried tech, finance, and real estate — all to no avail. TJ is still considering his plans once he graduates.

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Rising Sea Levels Won’t Doom U.S. Coastal Cities

Harvard Business Review

In the summer of 2013, Rolling Stone published a long article titled “Goodbye, Miami,” which claimed that climate change will submerge much of the titular city. Real estate investors will have strong incentives to respond to these forecasts. But long before the city is completely underwater, chaos will begin.”

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Africa’s Companies Need to Become More Like Training Schools

Harvard Business Review

In June 2013, some Harvard Business School classmates and I launched a social enterprise ( WAVE: West Africa Vocational Education ) targeted at the youth unemployment issue. In the hospitality sector, for example, they invest upfront into luxury real estate and equipment, but rarely into training programs.

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Early Lessons from India’s Demonetization Experiment

Harvard Business Review

In November the government made a high-risk, high-stakes economic intervention in the world’s largest democracy, with an objective to reduce corruption. The existence of this parallel economy is a substantial drag on the Indian economy: According to recently released data , only about 1% of Indians paid taxes on their earnings in 2013.

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India’s Botched War on Cash

Harvard Business Review

But the government seems to have failed in meeting this objective. Supply chain transactions, real estate deals, and even weddings and funerals have been frozen. According to a 2013 Mastercard study , India was in the “Inception” category of both absolute level of cashlessness and the trajectory of change.