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Putting the Power of Disruption to Work for You
Jul 28,2016
Most of us think of the word "disruption" as being negative. For instance, we get a late night phone call and our sleep is disrupted. Or we're driving home from work and hit a traffic jam and our commute is disrupted. Whenever we're comfortable and h...
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Motivating Sales Teams: 5 Ways to Keep Your Sales Team Motivated
Jun 13,2016
Motivating Sales Teams:  5 Ways to Keep Your Sales Team Motivated Working in a sales role can be extremely gratifying when things are going well. But let's face it, when you throw in a few customer issues, missed deals or product availability pr...
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How Good Are YOUR Leadership Skills?
Mar 31,2016
Great leaders inspire us. They create exciting new visions. They push us to do things we might not have tried before. During times of crisis, they think and act creatively to solve problems. Leaders aren't just needed in business but in all areas of ...
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Create an Attitude of Gratitude: Not Just for the Holiday Season
Dec 17,2015
Most of us get into the holiday spirit this time of year. Time spent with friends and family, gift giving and reflecting on our many blessings creates a positive glow for the majority. But that feeling of gratitude doesn't have to start and end with ...
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Invest In Yourself to Get the Greatest Returns
Sep 23,2015
The gift of education is the gift that keeps on giving. Getting your higher education degree is a critical element of success for most professionals these days. But education shouldn't stop with your college experience. Ongoing training is also neces...
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Are You Ready for a Fresh New Start? Take a Step Back for Maximum Impact
Aug 31,2015
As summer comes to a close, many of us have kids who are returning to school with shiny new shoes and eager smiles. After a few months off, their minds are ready for the new school year and are open to learning again. Or if you have a high-schooler l...
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Open Your Mind to See More Closed Deals
Jul 29,2015
Are you an open minded person sales professional? Most of you reading this will say "Yes, I am open minded" without really thinking through the question.  Now more than ever we live in a world that is constantly changing. Keeping an open mind wi...
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Believe in What you Sell: There's No Faking it
Feb 17,2015
Years ago I once read that a sale doesn't happen until there is a transfer of energy from one party to another party. I believe this to be 100 percent true.  Your customer won't buy from you unless they believe they or their company is going to ...
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Thermalizing and Dollarizing: Building Your Protective Sales Bubble
Nov 25,2014
Landing the first deal is just the beginning of the customer journey. Many sales professionals make the mistake of closing and immediately moving on to the next opportunity.  But once you've got your foot in the door of a new account, why abando...
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What is Your Credibility Factor? Earn the Right to Say "No" and Win the Business
Sep 24,2014
If you've had sustained success as a sales person, you can probably look back at your career and pinpoint one or two defining moments that moved you to the next level of credibility with your customers. These moments are different for everyone. ...
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Using Ongoing Marketing to Nurture Leads: Do You Know What it Takes to Get to "Yes"?
Jul 30,2014
When I started in my sales career many years ago, I didn't have the luxury of an established client base or a robust CRM package that reminded me who to call. I didn't have a marketer funneling leads to me or setting up appointments on my behalf. No,...
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The Secret Formula for Success: Leveraging Promotions for the Win-Win
Jun 25,2014
Last Saturday, I spent a few hours scouring department stores for "that just right pair of black flat shoes" needed for an upcoming networking event.  On the third stop, there was a large sign reading "Buy One -Get One Half Off". Now, I didn't N...
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