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    • 71.

      Dealing With Troubled Salespeople


      by Nicki Weiss - 2007-04-07
      Has one of your salespeople recently made you angry or frustrated?The answer is probably yes. Friction frequently arises when people depend on one another to get work accomplished. If co-workers don't...
    • 72.

      My Las Vegas Sales Management Lessons


      by Steve Martinez - 2007-04-12
      I was in Las Vegas last week and must share a great sales lesson. Since I don't gamble, we went there for the food and entertainment. It was a great getaway and a wonderful break from sales automation...
    • 73.

      Ready, Set, Stop!


      by Gary Jones - 2007-04-12
      OK. Here we are. The beginning of another fantastic sales year. You've just received your yearly quota from your sales manager. Being the hard working, efficient Sales Professional that you are, you i...
    • 74.

      When Do You Quit?


      by Gary Jones - 2007-04-12
      "Age wrinkles the body. Quitting wrinkles the soul." Douglas MacArthur, U.S. GeneralWhen prospecting, when is enough, enough? Do you try to contact a potential client one, three, ten or one hundred ti...
    • 75.

      Are You Feeling Funky?


      by Gary Jones - 2007-04-12
      "Action may not always bring happiness; but there is no happiness without action." - Benjamin Disraeli Man…I have been in a real funk lately. Unmotivated, unclear on my goals and overall, just down. A...
    • 76.

      Identifying Influence (The Seven Strands)


      by Andy Haigh - 2007-04-20
      IntroductionInfluence is intangible. You cannot see it at work, yet it is all pervasive in any corporate organisation and Public Sector organisations are no different. In any sales situation, if we ca...
    • 77.

      The Second Step in Sales


      by Hans Bool - 2007-04-25
      This second step in sales is about the immortal on-liner: "the offer you can not refuse."There are two or more views on sales. The individual view in which the professional sales representative is abl...
    • 78.

      12 Ideas to Become an Uncommon Sales Manager


      by Steve Lover - 2007-04-25
      The process of finding powerful and dynamic sales managers is difficult at best. Often organizations take solid sales people and turn them into managers. On the surface this might seem like a gre...
    • 79.

      Setting Business Goals: Will you have a Fulfilling Year?


      by Kirrily Dear - 2007-05-04
      Tips on Setting Motivating Business GoalsBy its very definition, to have a fulfilling experience you need to have goals. That is, something to accomplish. Most of us would recognize the importance ...
    • 80.

      Why Sales People Lose Business


      by Steve Rowe - 2007-05-14
      In my time as a sales director in the IT industry I spent a lot of time and effort trying to understand why we won and lost business, with most of the effort on the latter. In sales reviews, reading l...