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    The Pros and Cons of Working from Home

    The Pros and Cons of Working from Home
    Over the past few years, many organizations have begun to allow their staff members to work out of their homes. With recent advances in technology, including the Web, email, intranets, modems, cheaper fax machines and voice mail, some people rarely go into the main office anymore. Working out of your home is a mixed blessing, though. There are certain benefits that ...
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    Build a Referral Program for Long-Term Success

    Building great relationships with clients is a cornerstone of a successful career in sales. Achieving this means more than just a benefit for your customers in knowing that they can count on you for the very best in product knowledge and advice, plus after-sales support. You stand to gain as well when those satisfied customers tell their friends and colleagues ...
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    4 Career Lessons from American Olympians

    Lindsey Vonn: Don’t Stop When it Starts to Hurt Lindsey Vonn is the first American woman to win a gold medal in the Olympic downhill skiing. A contender in Torino in 2006, Vonn suffered a terrible crash that sent her to the hospital. She left with pain arching through her legs and back but still competed in five events. She didn’t ...
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    Develop Leadership Skills in Any Job

    Develop Leadership Skills in Any Job
    No matter what position you hold, leadership skills are valuable for moving you through your career and into a leadership role. Smart companies and employees know it's critical to business survival to cultivate leadership skills at all levels. Get Ready for Your Future During your career, you will learn myriad leadership skills, but the following tips should give your career a ...
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    Tips to Navigate the Hierarchy of Networking

    Tips to Navigate the Hierarchy of Networking
    When you start to network more widely, you quickly realize that there is a pyramid, or hierarchy of depth or quality in all of your potential relationships. Pyramid Levels At the base of the pyramid are what we call "suspects." These are people who seem open to an approach to offer support. (Remembering my earlier point about giving and reciprocity) It ...
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    Learn to Be Your Own IT Help

    Learn to Be Your Own IT Help
    By Anya Martin, Monster Contributing Writer Do you always call your office's tech support staff to solve your every computer quandary? Office workers can be divided into two groups: "those who believe in the promise of technology and those who are perennially disappointed; the users for which everything goes wrong," says Gini Courter. As partners in Traverse-City, Michigan-based TRIAD Consulting, LLC, ...
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    Sales Secrets Of Active Listening

    Sales Secrets Of Active Listening
    Active listening is a powerful way of listening and responding to customers, that improves mutual understanding. It is the foundation of effective communication and demonstrates real respect. According to Nancy Kline, author of the book "Time to Think", when you are listening to someone, much of the quality of what you are hearing is your effect on them. Giving good attention ...
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    Creating Superior Performance With Coaching

    Creating Superior Performance With Coaching
    Most sales and executive leadership programs are too general to provide opportunities for intensive, personalized work on self-development. Coaching, by contrast, enables individuals to gain insight into their own motives, interests, and concerns. These link explicitly to the challenges they face in their leadership or management roles. One of our largest clients used to run its business from manuals. Staff who ...
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    Four Ways to Get on Your Boss's Radar Screen

    Hopefully, you're not still under the illusion that if you're talented and hardworking, somehow people will notice and you'll get your just rewards. A lot of career Cinderellas are still out there waiting around for that prince of a promotion or raise to come, getting more disillusioned and depressed with every passing day. Getting promoted means getting noticed, which is ...
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    Closing Is Not The End Of The Sales Process

    Closing Is Not The End Of The Sales Process
    Despite what many inexperienced salespeople think, the first sale isn’t the end of the sales process but the beginning of the next sales cycle. What you do after you’ve made the first sale determines whether you get the next one or any referrals. New customers have a tendency to evolve through three phases once they decide to buy from you. Initially ...
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    Tips to Improve Your Time Management

    Tips to Improve Your Time Management
    The most valuable resource we have is time, and sales people, more than anyone, know how challenging it can be to cram everything that needs to be done into their available time. According to Stephen Covey, author of "First Things First" we should focus on our high priority tasks, those that provide the biggest levers towards achieving our goals. That is ...
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    Rapport is the Foundation of All Good Communication

    Rapport is the Foundation of All Good Communication
    The ability to build rapport with customers and prospects is vitally important. Why? Because, if you have rapport with your customers, they are more likely to trust you, listen to you and communicate openly with you. This in turn enables you to interact more comfortably and work more effectively together. Rapport dramatically increases your chances of winning a sale. Having rapport ...
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    4 Tips to Negotiate Like a Pro

    Many of my colleagues and friends do not enjoy negotiating – in fact they absolutely hate it. Me, I love the cut and thrust, and look forward to that stage of the buying cycle. Here are some thoughts. A skilled negotiator will create high levels of rapport and be sensitive and empathetic to the people they are negotiating with, yet ...
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    What Your Work Dreams Really Mean

    Most of us at some point have woken up in a cold sweat after a horrific nightmare about work. Whether about showing up naked at the office or missing a career-changing deadline, each of these dreams could have a deeper meaning about how you feel about your job. Wonder what your work dreams are telling you about your relationship with ...
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    Do Your Own Referral Work

    Do Your Own Referral Work
    Most of us who sell would love to get a number of quality referrals from each of our clients. The reality for most of us is we seldom get referrals, and when we do, they’re usually no better than if we’d picked a name or company at random from the phonebook. Asking For Referrals Will Get You Nowhere Most of us ...
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    4 Tips to Beat the Afternoon Slump

    4 Tips to Beat the Afternoon Slump
    We all hit that difficult part of the afternoon when our energy dips, our concentration flags, and it feels like we're not going to be able to stay awake until the end of the workday without crawling under the desk to take a nap. And not sleeping well the night before just compounds the problem. At times like this, we reach ...
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    10 Ways to Overcome Career Boredom

    10 Ways to Overcome Career Boredom
    If you've done the same tasks at the same job for a long time, you've probably experienced job burnout. If you're lucky, it occurs infrequently and can be alleviated by a favorite hobby or pastime. However, for many people, career boredom strikes more frequently and lasts longer. What's going on here? Psychologists tell us that the human brain needs constant and ...
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    5 Reasons We Love (Or Hate!) Our Jobs

    5 Reasons We Love (Or Hate!) Our Jobs
    More often than not, people are describing what they do as “just a job.” As someone who has always loved her job, I’ve found this sentiment surprising and decided to do a some research. What makes someone love their job, instead of hating it? More importantly, is there anything you can do to turn a job you hate into your dream ...
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    Keep Your Client in the Loop After You Get the Referral

    Keep Your Client in the Loop After You Get the Referral
    Congratulations, you’ve just received several referrals from one of your clients. Great job! But hold on, you’re work has just started. No, I’m not talking about contacting and selling the referred prospect, I’m talking about keeping your client in the loop. One of the primary reasons clients are hesitant to give referrals is that they are afraid of being embarrassed in ...
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    Promote Yourself Without Being a Brown Noser

    To get ahead, you've got to keep the spotlight on your projects and accomplishments. But how does an effective, ambitious manager walk that fine line between gaining visibility and appearing to be a shameless self-promoter? The key in differentiating between the two is your intention: The best managers focus on departmental accomplishments, not themselves. How managers gain visibility makes all ...
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