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  • +5

    4 Leadership Styles to Avoid

    4 Leadership Styles to Avoid
    Does your sales team need someone to: - Monitor every activity in the sales office? - Be every salesperson’s best friend? - Close the deal for every team member? - Set sales goals designed to make them and their team look good? Over my three decades in sales I’ve seen lots and lots of sales managers. The vast majority fall into ...
    Rated: +5
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    When The Going Gets Tough, Go Back to Basics

    Two things are on my mind this month. The first is surviving in a tough market. The second is an unexpected sales reminder that I experienced on my recent trip to South Africa. Surviving in a Tough Market What goes up must inevitably come down, although none of us likes to believe that truism when we're up in the clouds. But ...
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    Confident at Cold Calling? A Reality Check on Positive Thinking

    Confident at Cold Calling? A Reality Check on Positive Thinking
    Before you make a cold call, do you "gear up" first? Do you get excited about your product or service, and try to anticipate making the sale? Well, if you're following the old traditional cold calling mindset, that's probably what you've been trained to do. But what you don't know is that enthusiasm and confidence usually backfire on you. Why? Because ...
    Rated: +6
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    Dealing with Ditherers

    A good way of avoiding a decision is to say "I want to think about it." I do that all of the time at home if I am unsure or if I am unconvinced. It’s my way of being certain that my intuition is correct. In my case I am not dithering, because sometimes people do want time to think things ...
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    Things to Never Say to Older, Younger Coworkers

    With the downturn in the US economy, workplaces are becoming more and more diverse age-wise. Older workers are working alongside younger workers as people at every stage in their career are getting laid off. With this generational gap among sales professionals widening, there’s a lot of potential for miscommunication or differing perspectives. Though many people will absolutely deny that they ...
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    Believe Me, Every Customer Is Important

    Believe Me, Every Customer Is Important
    It seems that it is not only France where standards of customer care and customer retention have plummeted alarmingly. I just read Tibor Shanto’s post about his experiences at his local Apple store – if it were not so alarming, it would be amusing - Customer Care: The Good, The Bad, and The Ugly II The drive for continuous improvement will ...
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    Let's Not Forget About Billy Mays

    Let's Not Forget About Billy Mays
    We lost several notable celebrities in the latter days of June: "Charlie's Angels" star Farrah Fawcett, broadcaster Ed McMahon and, probably most notably, prolific musician Michael Jackson. But I've noticed that within the teen community, the most upsetting news was the death of that brusque, burly, bearded TV pitchman Billy Mays. Mays, 50, was found dead in his Tampa, Fla., home ...
    Rated: +1
  • +3

    50 Years as an Insurance Salesman

    50 Years as an Insurance Salesman
    Dick Clinton had wanted to be a professional trumpet player, but that didn't work out. But after 50 years of selling life insurance for MassMutual Financial Group, he wouldn't have it any other way. "I love what I am doing," said Mr. Clinton, 72. "I'm in this business because I enjoy it, and I truly enjoy my clients." He said the ...
    Rated: +3
  • +1

    Is Positive Thinking Destroying America?

    Is Positive Thinking Destroying America?
    Over the past decade, we've seen positive thinking employed in various ways: to stir American nationalism during wartime, to perpetuate free market economies despite signs of an imminent market crash, to encourage people to reject victimhood in the face of staggering financial setbacks. In her latest book, "Bright-Sided: How the Relentless Promotion of Positive Thinking Has Undermined America" (Metropolitan Books, $23), ...
    Rated: +1
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    Beware, Salespeople

    Beware, Salespeople
    Salespeople are a misunderstood bunch. Quiet, reserved and unfalteringly modest, most just want to 'touch base and kick a few ideas around' before rolling out some 'bespoke 360-degree solutions' to help you 'maximise your ROI'. Cliches aside, creativity, strategic thinking and business acumen are becoming the key characteristics of a decent salesperson. When it comes to digital, these attributes are even ...
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    What Screamers Lack: The Art of Persuasion

    What Screamers Lack: The Art of Persuasion
    We are living in a time when honest discussion is often drowned out by the noise of partisan cheerleading. More and more, cable TV shows, blogs, radio stations, Web sites and magazines exist to openly advocate a political agenda, ideology, candidate or product. Journalistic institutions are in decline, and many professional reporters are looking for new careers. As an old reporter ...
    Rated: +1
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    Pitching a Local Product That Really Cleans Up

    Pitching a Local Product That Really Cleans Up
    There is a reason why a good pitchman for Quick 'n Brite, a family-owned Mountlake Terrace firm, can make upward of $100 an hour at a fair or home show. Human nature cannot resist a good salesman. That's why those Billy Mays infomercials are still being aired four months after his untimely death. Quick 'n Brite first was hawked at local ...
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    The Sales Person's Kryptonite: the RFP

    The Sales Person's Kryptonite: the RFP
    RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power! Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people have their own kryptonite called RFPs, the dreaded Request for Proposal. An RFP process doesn’t have to ...
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    Overcoming 4 Common Cold Call Objections

    “I use someone else!” This is a very common objection and one which salespeople and business owners can get very upset about. What they often hear in their heads is, “So I have no need for you!” Try replacing that self-talk with, “Yes, and?” Obviously, you’re not going to say that out loud but that’s what you need to think to ...
    Rated: +2
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    Small Is Better

    Small Is Better
    Polls show that more and more Americans distrust the government. Other polls indicated that banks, insurance companies, multi-national corporations, and the recipients of government bailout monies are also suffering from distrust on the part of a large part of the American population. Big in all its organizational forms is on the outs. The distrust of government is nothing new; after all, ...
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    18 Ways to Fill Your Pipeline

    When I am working with private coaching clients I note that ninety-nine times out of a hundred, a lack of consistent revenues is caused by a lack of consistent prospecting. A failure to prospect on a regular basis will inevitably result in irregular revenues, and inconsistent commissions. It's that simple. This is especially true when we're doing well. It can be ...
    Rated: +2
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    The Best Times to Reach Prospect

    When is the best time to reach new prospects? When they are sitting at their desk, blank cheque in hand waiting for your call of course! All kidding aside, industry trends change and sometimes its difficult to know how and when to keep up. A recent study conducted by MIT and Inside Sales uncovers some of the surprising stats about when ...
    Rated: +2
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    Be Real And Grow Your Business

    Be Real And Grow Your Business
    Today we are overwhelmed with fake. We see fake Rolex watches, fake Mont Blanc pens and even fake body parts (we won’t go there right now!). Yikes! In business it is almost at an epidemic level. We see way too many people touting the hype of their business and no substance. I’ve seen way too many Internet Marketers whose “free teleseminar” ...
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    Tech Gadgets Often Vital to Entrepreneurs

    Tech Gadgets Often Vital to Entrepreneurs
    Small-business owner Julie Ruvolo is certainly tech savvy. She worked in ad sales and strategy for digital media companies AdBrite and DivX, and as a freelance writer for interactive media publisher iMedia Communications. In 2008, she co-founded Solvate, which helps folks find "virtual assistants" online that help with administrative tasks such as bookkeeping and travel planning. Ruvolo uses many gadgets to ...
    Rated: -1
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    Never Stop Learning

    Never Stop Learning
    It hurts to learn. Yet, learning keeps us mentally agile well into our golden years, and it's the hallmark of successful entrepreneurs. Keeping up with what you don't know has the amazing ability to transform what you do know into the next million buck idea. Constant learning is the grease we need to stay competitive. Many people slow their learning down ...