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    'Hangover' Sick Days Down This Holiday Season

    'Hangover' Sick Days Down This Holiday Season
    Employers consistently complain that absenteeism is one of the most widespread obstacles to productivity, profitability and competitiveness - and not surprisingly, the number of sick days taken traditionally increases around the festive season. International research has found that infrequent drinkers take most alcohol-related sick leave due to feeling rough after a night out and many of these sick days are taken ...
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    10 Worst Communication Blunders of 2009

    10 Worst Communication Blunders of 2009
    From my steady review of major news events, here are the ten worst communication blunders of 2009, and the lessons they provide for top-tier sales professionals. 1. Tiger Woods Woods praised his wife Elin after his car crash Thanksgiving night: “My wife, Elin, acted courageously when she saw I was hurt and in trouble.” Why this blunder was so awful: Assumes ...
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    Optimizing Sales Leads: From Inquiry to Closure

    Optimizing Sales Leads: From Inquiry to Closure
    A growing concern for many sales and marketing managers is optimization of sales leads. Each year selling professionals get a plethora of business development leads, unfortunately unearthing less than 47 percent. Worse, over 50 percent remain dormant. Managers postulate, but to no avail. The numbers barely move. In recent research for this article, several clients utilize the Internet for sales leads ...
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    10 Best and Worst Bosses: Which One Are You?

    We’ve all had bosses that we’ve either loved or hated. The boss who helped you get that promotion, or the one who clipped his toenails at his desk. Some help us advance our career, while others seem to hold us back. Different leadership styles can lead to different results for each employee. But certain styles seem to be good or ...
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    It’s Time to Leave Orwellian Selling Behind

    It’s Time to Leave Orwellian Selling Behind
    What words do you use to describe yourself and your products and services? Are there words you intentionally try to keep out the mind of your prospects or clients? Do you use euphemisms instead of plain English when making a presentation in order to try to elicit a particular feeling or response from your prospect? As salespeople, we’ve been taught to ...
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    Do Quotas Help or Hurt the Bottom Line?

    Do Quotas Help or Hurt the Bottom Line?
    Quotas are the industry standard for motivating sales employees to sell. In an industry where employee effort can only be measured in how much money they make, quotas have always appeared to be the most efficient way to gauge progress. But could quota incentives be actually undercutting profit? According to a new study from Stanford’s Graduate Business School, quotas can, if ...
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    Gift Guide: Making Life Easier for Sales People

    It’s not always easy shopping for sales people, especially when they are always on the go. Whether you are a sales professional, or are just shopping for one, SalesHQ has rounded up fun and practical gifts for your favorite seller. From advancing your career to de-stressing your life, this list is your one-stop-shop this holiday season. TECH GIFTS >> [page] ...
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    Is Technology Ruining Your Client Relationships?

    Is Technology Ruining Your Client Relationships?
    A wealth of information tools suggests the use of technology for customer relations. Ironically, customer service is about relationships, not technology. Unfortunately relationships cannot be augmented with software and Internet tools. Nothing takes the place of direct contact and human interaction; our ancestral history is based on this. Further, communication is the single largest issue in customer service and it must ...
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    Stop Blaming the Economy

    Stop Blaming the Economy
    Not long ago, a client of mine asked me how he could identify a successful sales person, and what kinds of sales people he should try to avoid. This question has since come up repeatedly in training sessions, and not just by managers trying to evaluate their agency, but by sales people who are looking to improve their results, despite what ...
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    Using Incentives to Get Referrals

    Using Incentives to Get Referrals
    I'm often asked why I don't advocate using incentives to influence clients and prospects to give referrals. My reasoning is two fold: first, if your referral generation process is effective and you execute it correctly, you don't need to give incentives; and second, if done correctly, incentives can be very effective — but most salespeople find giving effective incentives to be ...
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    Work Less (It's Good for Business)

    Work Less (It's Good for Business)
    Brett Schklar was a fast-rising, burn-the-candle-at-both-ends kind of executive. So naturally, he was on a business trip the day of his 31st birthday. His career as a vice president at a promising tech company was flourishing, and if that came at the expense of time with his family, time spent taking care of himself, time to even pause to celebrate his ...
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    Looking Toward Strategy for 2010

    Looking Toward Strategy for 2010
    By this time of the year, most switched on organizations will have completed their planning for next year and will be working on the tactics to ensure the strategy is achievable. The role of strategy is fundamental if the people within an organization are to be enabled to make the level of contribution of which they are capable. Strategy, based on ...
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    Secrets of a Highly Motivated and Productive Sales Team

    One of the largest challenges of any sales manager is a motivated team. Managers typically inherit employees, causing challenges between the different work philosophies. Managers seek alternatives to the morale and productivity challenges only to find little assistance. Research suggests differently especially in present economic tumult. After five years of exhaustive research, Stevens Consulting Group provides some methods to these challenges. ...
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    When Prospects Give You the 'Silent Treatment'

    When Prospects Give You the 'Silent Treatment'
    If you've been selling for a while, you've probably had at least one experience in which your prospect suddenly started giving you the "silent treatment." Anthony described this dilemma very poignantly when he called me a few weeks ago: "Ari, I don't know what to do when I get hit with the 'silent treatment' -- you know, when I've worked with ...
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    6 Ways To Increase Your Referrals

    6 Ways To Increase Your Referrals
    "Colleen - how can I get more referrals?" This is the most common question I get when conducting prospecting workshops. My most common answer is: "What have you done to deserve more referrals?" Referrals are the most powerful tool in any sales person’s arsenal. A referred prospect is much more likely to be ready to listen to you, trust what you ...
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    Experts Offer Tips For Beating Career Blues

    Experts Offer Tips For Beating Career Blues
    You drag yourself out of bed, head reluctantly to work and watch the minutes tick off the clock. Even a grocery list seems like more fun than your job, and you dream of being just about any place else. You may have a case of the career blues, stuck in a position that has become boring and lost the challenge that ...
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    Consultative Sales: The New Breed of Sales

    Consultative Sales: The New Breed of Sales
    As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. Customers possess a hierarchy of needs which have to be uncovered gradually. This is why we need a new type of salesperson for a new type of customer. So what does this new breed of salesperson look like? For a ...
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    Unsure about your pipeline? Try these action steps

    Unsure about your pipeline? Try these action steps
    I don't think a day goes by when I don't speak with a salesperson who is completely lost, panicked by his uncertainty as to what to do next. This applies to all sorts of salespeople: from salespeople who work for other peoples' companies to salespeople who are authorized to build a business within a corporate framework to salespeople who happen to ...
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    8 Mistakes That Can Hinder Holiday Breaks

    8 Mistakes That Can Hinder Holiday Breaks
    During the holiday season, we all may make questionable choices, like wearing knitted snowman sweaters, overindulging at the dinner table or serving turducken. But according to administrative staffing firm OfficeTeam, the decisions professionals make before going on vacation can mean the difference between a relaxing respite or a harried holiday. "Taking time off provides an opportunity for employees to recharge and ...
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    How To Develop A Consultative Sales Approach

    Earlier this week, I was asked by a colleague to describe my interpretation of what consultative selling is, and I thought I would share my response with you ... As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. Customers possess a hierarchy of needs which have to be uncovered ...
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