Decision Making

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No one is perfect. One needs to make good decisions when they have enough information to make a good decision. Should you wait until you have all the facts to make a decision, make ...

How to Hire Top Sales Pros: Traits Trump Contacts

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When filling sales positions, companies tend to play it safe, favoring experienced professionals with deep contact lists and multimillion-dollar sales deals under their belts. However, ...

Is It Best? Or Is It Merely Repetition?

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While speaking at a recent industry event I met lots of smart and talented people who were sharing valuable information and learning good practices. Embedded within those good ideas, ...

Warning Signs: Is Your Client Relationship at Risk?

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Bill Connor simply could not believe what just happened. Sitting in his car in the visitor’s lot with his head in his hands, he thought to himself, “What am I going to tell my boss?” Earlier, ...

Turning Newbie Sales Hires Into Super Producers

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In a new whitepaper – “7 Steps for Turning New Sales Hires into Productive Powerhouses” – Bullhorn and Menemsha Group outline best practices for staffing leaders to attract ...

Sales Seduction

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All too often, salespeople fall in love with their prospective deals. When they do, this unhealthy attachment allows them to believe they’ve put in enough effort because they’re ...

Deal Hibernation

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Like a bear taking a long Winter’s nap, it’s common that a deal goes into its own version of hibernation. At first the buyer seems ready to buy, creating hope for the salesperson. ...

The Inspired Sale

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Some interactions with customers almost seem to be divinely inspired, while others feel like you’re trudging though mud and muck, getting nowhere fast. What’s the cause of these ...

Commit to Owning Your Market in 2014

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The New Year is always a time of reflecting on last year and planning for what’s ahead. You are probably in the process now, either formally or informally, setting goals for your ...

Happiness Is a Work Ethic

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Purpose: Why do you work? Many people quickly respond – for the money. But when you really stop to think about it, I bet your answer will be different. Many studies have been done ...
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