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Entries from April 2012

Pilgrim Talks: Nick Payzant, CEO Cerna Homecare

April 25th, 2012 · Comments

Nick Payzant, CEO

Cerna Homecare

Healthcare is one of the largest and fastest growing industries in the U.S., and its future is extremely bright. With approximately 7,000 Americans turning 65 every day, the need for health services and home healthcare is growing exponentially. By 2012, there will be more than 40 million Americans over the age of 65, and over 70 million by the year 2030. By that time, 1 out of 5 people in the U.S. will be potential clients for home healthcare.

Cerna Healthcare offers in-home and onsite care, coordinated care and nursing services.  Founded in 2008, Cerna is a leading provider of Level II Home Care services, which includes cognitive and physical stimulation for patients that play an important role in recovery for those returning from a hospital stay, have an impairment due to Alzheimer's, Dementia, Parkinson's, and Stroke or suffer from general aging issues. Cerna Healthcare services are available in areas throughout Southern California, San Diego and Dallas. Client support is available 24 hours/day by calling 877-577-6782. For more information, visitwww.cernahealth.com

To learn more about Cerna Homecare, go to cernahealth.com

Sandler Training

Conscious Selling the Sandler Way

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Pilgrim Talks: David Pensak, Innovation Guru

April 18th, 2012 · Comments

David Pensak

Author and Innovator

David Pensak is a devout believer in the importance of innovation and thoroughly convinced that we all have the potential to come up with great ideas, which solve important problems.   The difficulty is that as we have grown up (and during our professional lives) we have been told over and over that the only right answer is the one, which our teachers or supervisors want.   This is a bad situation because it undermines your confidence in your own judgment and makes you defer to authority without questioning it.   I'm not by any means advocating insurrection or civil disobedience, rather a set of process which enable you to make sure you are actually solving a relevant problem and that you have come up with one or more solutions which actually solve it.

The answer lies in our ability to look at our surroundings like a jigsaw puzzle and our learning to find new and different ways to put the pieces together.    It has been claimed that in a typical Sunday newspaper we have as much information as the average person during the Middle Ages encountered during their entire lifetime.   The pace of information growth is getting faster and faster.   Our brains are at the precipice of getting overwhelmed with quantity, quality handling of information is getting harder and harder.   We need to develop and embrace new disciplines of learning and organizing if we are going to go forward.

Innovation comes from just three sources - a need, dissatisfaction, or a curiosity.   While innovation has many definitions, the one I like best is 'the application of already known information to well defined existing problems'.  Invention requires discovering heretofore-unknown facts and properties but innovation does not.   Boiled down, innovation is just repurposing what is already known.   The crux of the matter is that the information may be known to others but not to you.   This means that you have to methodically determine what you don't know as it relates to what you perceive as an opportunity and either research it or find people who already know what you do not.  When lumped together you can, and should, go through an iterative process of narrowing down your problem and then generalizing it to make sure you are solving the maximal part of the problem and perhaps a broader one than you had initially considered.

Then comes a hard part.   Don't leap to a solution.    If you do, then you are already throwing away a lot of what you have worked so hard to cobble together.   Try and determine what the characteristics of a solution should be - a skeleton, if you will, rather than putting flesh on before the bones.

David's undergraduate school was Princeton University and he went to Harvard University for graduate school. Then he spent 30 years at DuPont, retiring in 2004 to teach and write his book. He has taught courses at Wharton Business School and the University of Delaware.  He has lectured at major corporations and all over the world.

To learn more about David Pensak and Innovation for Underdogs, go to davidpensak.com

To learn more about The Pensak Innovation Insitute, go to pensakinnovationinstitute.com

Sandler Training

Conscious Selling the Sandler Way

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Pilgrim Talks: Abbas Mohaddes, CEO of Iteris

April 11th, 2012 · Comments

IterisAbbas Mohaddes

Abbas Mohaddes Director, President, & Chief Executive Officer

Abbas Mohaddes has served as the Chief Executive Officer and President since March 2007 and as a director since September 2005. Prior to his promotion in March 2007, Mr. Mohaddes served as the Executive Vice President from October 2004.

Mr. Mohaddes was also the President and Chief Executive Officer of Meyer, Mohaddes Associates, Inc. ("MMA"), an ITS and transportation firm that he co-founded, which was acquired by the Iteris in 1998.

Abbas is a founding member and currently is chairman of the board of directors of ITS America, the largest ITS trade organization in the world. He is also a fellow member of the Institute of Transportation Engineers, the Transportation Research Board, a member of Design/Build Institute of America, and a member of the Forum for Corporate Directors (FCD).

Abbas has published more than 50 articles for ITS/Transportation engineering and technology around the world, and has become an internationally recognized expert in ITS/traffic management. In 1995, he assisted The Federal Highway Administration of the U.S. Department of Transportation in preparing the "Traffic Control Handbook," with more than 100,000 copies now in print. He has received several awards by various trade organizations in recognition of his contribution to the Transportation Engineering and ITS fields. Abbas received his Master's Degree in Transportation Engineering from the University of Nebraska.

About Iteris, Inc.

Iteris, Inc. is the market leader in providing software-based Information Solutions to the Intelligent Traffic Management Industry. The company's decades of expertise in traffic management, along with superior services and patented products, help detect, measure, and manage traffic and vehicular performance,minimize traffic congestion, and inform and empower Iteris clients with solutions to better manage their transportation networks. The firm is headquartered in Santa Ana, California with offices nationwide and in the Middle East.

To learn more about Iteris, Inc. call 1-888-329-4483 or go to iteris.com

Sandler Training

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Pilgrim Talks: Steve West, CEO of Project Insight

April 4th, 2012 · Comments

Project InsightSteve West

Steve West CEO

While training for the 1996 Olympics, Steve West searched for business alternatives that allowed him more freedom to train. His solution: Metafuse, a company that has become a leading Web-based project management software solution provider.

The most important lesson learned:

I learned that it takes much more than just a great idea to build a product and company from scratch. Determination, focus and patience are critical, because it takes time to find the right team, build a great product and establish a loyal customer base for your company.

Your next big step:

For our company, it will be important to significantly grow our market share over the next few years. Many companies are still using spreadsheets and/or a combination of desktop software tools to manage their projects, rather than use a comprehensive Web-based project-management software tool like Project Insight. Ultimately, we'll need to increase the awareness level of how important collaborative Web-based project-management software is to the success of nearly all businesses.

Advice for other young professionals:

If you have a great idea that you believe in wholeheartedly, then by all means chart your course and set sail, so to speak. Plan carefully and execute your plan with determination, but be prepared for the unexpected, and be ready to adapt your plan when necessary. If you believe in yourself, you can succeed in fulfilling your vision.

Project Insight

Project Insight is the leading web-based project management software for the mid-market developed by Metafuse, Inc. It brings project teams and management teams together to collaborate on projects in real-time, whether across the globe or street. Project Insight software solutions and project management services help organizations operate more efficiently and productively. This combined with responsive customer service is what makes Project Insight the best provider of online project management software in the market.

Project Insight is 100% Made in the USA

Project Insight is 100% developed, and supported in the United States with pride! We do not offshore or outsource our development or technical support. Our friendly training and support staff pride themselves for their outstanding, responsive, and personal customer service!

To learn more about Project Insight, go to projectinsight.net.

Sandler Training

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