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Emotion and money are not opposites. The best deals of my life were the ones where somebody on the call actually felt something. Most professional advice points the other way. Keep it professional. Do not take it personally. It is just business. I understand where that comes from, and I think it quietly costs people a lot of money. It is never just business. There is a person on the other side of every deal, and they are deciding whether to trust you long before they are deci

The President and CEO of a 25 year education technology company signs every single email the same way. Vinnie. No title, no last name, no signature block. People assume he is junior staff, and he lets them. Vinnie Forese runs Link-Systems International out of Tampa. He told me about a call that has happened more than once. Something needs sorting out, maybe a past due invoice, and the person he has been emailing introduces him to the room as Vinnie from accounts receivable. T

This episode is the one I did not expect to learn from. Three leaders from three different companies built Winnebago Connect together. That should not have worked. Usually when you put that many stakeholders in a room you get politics, slow decisions, and a product that reflects the committee instead of the customer. These guys did the opposite. They built something real and they did it fast. What surprised me was how honest they were about the hard parts. I sat down with Mar