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    Email Etiquette: How to Write it Right

    Email Etiquette: How to Write it Right
    If you’ve ever begged IT to stop a sent email in its tracks, or wasted an entire morning sifting through an unruly inbox, it might just be time for an email refresher course. In this age of BlackBerry-toting professionals connected by email around globe, it's crucial to abide by the written (and unwritten) rules of email communications. You don’t want to ...
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    Funniest Ways to Quit

    We’ve all been there — you’re sitting at your desk or laying in bed actively imagining the infinite ways you could tell your lunatic boss “I quit!” Throwing him your resignation, haphazardly stuffing a box full of your most precious desk knick-knacks, and high-fiving coworkers as you bound out of the office, never to return again. Dream all you want, ...
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    Why Sales People Make Better Problem Solvers

    Why Sales People Make Better Problem Solvers
    As far back as I can remember, I have enjoyed solving problems and that has certainly been of great assistance during my sales career. You see, creativity is problem solving. That’s the essence of successful selling. The foremost function of the mind is problem solving; we solve problems with our imagination, and imagination is a function of our creative ability. A ...
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    5 Ways to Improve Your Commute

    5 Ways to Improve Your Commute
    The average commute time for workers in the US is 24.4 minutes each way, but for many of us the journeys to and from work are really much longer — or at least they seem that way. But at the same time there’s relief. While most people haven't noticed their commutes getting noticeably shorter, the recession and resulting high unemployment rates ...
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    How To Build a Better Home Office

    You did it! You’ve negotiated with your boss or embraced your entrepreneurial spirit and the home office is yours. Think of all the time you’ll save on the commute, the extra hours you’ll punch in, and the flexibility you’ll enjoy. You’re ready to kick back and… oh, work. Remember, even with all the promises of work-at-home grandeur, there are just ...
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    9 Ways to Make a Good First Impression

    9 Ways to Make a Good First Impression
    Meeting new people and starting conversations is often challenging. It can be difficult to enter a room and view strangers everywhere you turn. Meeting all these people and engaging in conversation with them can be exhausting and overwhelming. But it does not have to be this way. Skilled conversationalists turn business and social interactions into opportunities for making a good first ...
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    Time For A Review Of Your Goals?

    Time For A Review Of Your Goals?
    So, we have reached the end of Q1, and no doubt you are reviewing your sales results, and looking forward to an even more successful Q2. But how many of you will also be reviewing your personal goals - the ones you set at the beginning of the year? You didn’t set any? Well it is never too late. Success should ...
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    4 Tips on How to Challenge Negative Beliefs

    4 Tips on How to Challenge Negative Beliefs
    The organization with the ability to overcome the variety of mental models living in the minds of their workforce will be the organization that wins in the future. Emphasis has to be placed on creating an environment in which the "can do–will do" mentality thrives and becomes the norm; success and achievement are expected, and as a consequence are much more ...
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    Success Really Is All In The Mind

    Success Really Is All In The Mind
    Performance has many components, for example, our activities and abilities that are typically where many organizations focus on. Yet beneath the surface, our beliefs about ourselves, our customers, our job, can either help or hinder our performance. You may have heard the expression, “Whatever you believe you can do, you will and whatever you believe you can’t do, you won’t.” It’s ...
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    Is the Value of What You're Proposing Obvious?

    Is the Value of What You're Proposing Obvious?
    Too often, we make assumptions that our prospects or customers will automatically be as excited as we are about our solutions. The reality is that they won’t be, so start from a point of understanding that they do not know what they don’t know. It is our duty to educate them. When customers perceive the value of a proposition outweighs the ...
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    The Changing Face Of Professional Selling

    The Changing Face Of Professional Selling
    The right to do business has to be earned and never assumed. Rather than doggedly asking for business, the very best salespeople work to keep the relationship moving toward a sale. They realize the need to identify how to turn their company’s products into real solutions, which must meet specific needs. Unfortunately, our surveys confirm that the average salesperson drags the ...
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    6 Tips to Target Qualified Sales Prospects

    6 Tips to Target Qualified Sales Prospects
    It's a common misconception that prospecting for new customers means contacting as many people as possible. The reality is that more calls do not necessarily generate more sales. Sales reps rarely get lists of potential customers that have been boiled down to real prospects. Tom Roth, coauthor of the classic management book, Creating the High Performance Team, explains in Selling Power ...
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    What Kind of Networker Are You?

    Before you even begin to look at engaging seriously in networking efforts, it is useful to look at your own temperament or disposition. This is the individual’s internal desire to network and to find value and enjoyment from the whole process of building relationships. For some people this will be an almost irrelevant issue to debate. Their motivation to want ...
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    How to Effectively Manage Your Sales Team

    How to Effectively Manage Your Sales Team
    During my work with clients, I'm often asked to interview their sales people as part of my sales team due diligence. One of the questions that I always ask is their desired management style from the company. The response I hear most frequently? "I want to be treated as if I were running my own business." On the surface, this should ...
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    When It’s Time to Say Goodbye to a Client

    When It’s Time to Say Goodbye to a Client
    I need to say right up front, that most people who complain have a legitimate reason to do so and we should actively welcome customer complaints. In fact this is a topic on which I evangelize almost daily to my clients. However, sometimes it is just not possible to reach agreement with or appease a dissatisfied customer or client. You should ...
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    10 Tricks to Telecommuting Success

    In a century where convenience is the standard form of measurement, telecommuting is growing in popularity. According to the U.S. Census Bureau, in 2005, more than 11 million people worked from home — that's about 8 percent of the U.S. population! And what's not to love about telecommuting? When you can work from the comfort of your home, skip commuter ...
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    4 Tips to Handle a Sabotaging Coworker

    4 Tips to Handle a Sabotaging Coworker
    We all like to think of our coworkers as friends, but what happens when you become the target of a coworker's dirty politics? Here are some strategies that can help you keep the peace without losing your edge, shared by fellow soldiers on the office wars' front lines. Take Precautions It is wise to have some good measures in place to ...
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    What's the Difference Between Selling and Negotiating?

    What's the Difference Between Selling and Negotiating?
    The fundamental difference between selling and negotiation is that selling is a process to identify the fit between what the seller is offering and what the buyer is seeking. Negotiation is the process of agreeing the terms of the deal and is part of the selling continuum. Yet the negotiation should only begin when there is a genuine commitment from the ...
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    Making Your Most Important Clients Feel Special

    Making Your Most Important Clients Feel Special
    Many organizations do not know who their major accounts are. Certainly many of the people who manage the relationships do not know and even if they know, very few people understand why one customer is a major account but another one is not. A quick way to test this is to ask 10 people in your organization who your 10 most ...
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    Work Issues You Should Stop Complaining About

    Work isn’t perfect, right? But if you are lucky enough to have a job right now it pays to remember that millions and millions of Americans don’t think you have a thing to complain about. According to the U.S. Bureau of Labor Statistics, the nation’s unemployment rate is hovering around 10%. Even more troubling, The New York Times reports that ...
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