Is Your Follow-up Too Passive or Too Aggressive? As the sales manager asked this question to his team, he could feel the mood in the conference…
Positive Polarity
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Give Me an Attitude … Please!
When I was growing up, my dad would tell me more often that I care to admit, “Son, don’t give me an attitude!” It was…
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Listen Closely!
We speak at a rate of about 150 words per minute (wpm). But, we can hear at a rate of about 1,000 wpm. This gives…
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A Discussion between a CEO and CFO, Part II
After the day passed, the chief financial officer (CFO), determined to learn more about why sales training is a good thing, jumped in his car…
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A Discussion Between a CEO and a CFO
As the day began to draw to a close, and the sun was beginning to set in the horizon, the CEO and CFO were about…
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What Did You Just Say?
FACT: Poor listening skills cost our companies millions of dollars each year. FACT: Good listening skills are one of our greatest assets for successful relationships,…
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Are You Visual, Auditory or Kinesthetic?
This edition of my blog will help you understand more about yourself as well as those with whom you come into contact. It is very…
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Why Not Discover Yourself for Yourself?
I have been watching the electronic media as of late and one of the hot topics seems to be how to motivate employees. If you…
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You Will Never Believe Who I Ran Into!
Recently, I was sitting at a restaurant waiting for my meal to come when I overheard your client talking to one of their friends about…
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You Can Farm, I Want to Hunt …
I recently read an article about how the art of farming is better for sales than the skill of hunting. Since I have been a…