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Goals, Leadership, Planning, Sales · April 3, 2011

Eating Elephants

How big are your goals? I listened to a great podcast this week from Zig Ziglar, the world famous sales trainer and motivator. The title of this one was “Happiness as a goal”, and it wasn’t about setting the specific goal of happiness, that was the outcome of the meeting a list of more manageable …

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Communication, Motivation, Planning, Preparation, Professionalism, Sales · March 21, 2011

To Compromise – is to lose!

To compromise is to lose …             When Steven Covey spoke of seeking a Win-Win solution, did he mention compromising on principals? No, he spoke about showing your adversary how we both benefit by implementing a solution.             If you are certain that a RED solution is the right one, …

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Planning, Preparation, Professionalism, Responsibility, Sales, Training · March 16, 2011

Planning & Preparation

Getting ready to go into a meeting? What have you done to prepare? I’m sure you’ve written all your hot points down, and things that you really must cover, am I right? Let’s say you are working with a logistics problem, and your customer really needs more parts. Your supplier seems to be …

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Preparation, Professionalism, Respect, Responsibility, Sales · March 11, 2011

Are you the account expert?

From Account Manager to Relationship Manager to Historian! This week alone, I had to attach 3 old emails as references to discussions that were 5 years or older. True, I was lucky, I kept copies on my hard drive of certain documents, and let me tell you, I would rather be lucky than good! Each of …

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Leadership, Professionalism, Sales, Training · February 26, 2011

Do you need more than a handshake?

If you need more than a handshake, you’re still not safe The only way to make a man trustworthy is to trust him. - Henry L. Stimson We have all been burned by someone, or some deal that went sideways. We have kicked ourselves for not having that promise in writing, or a certain clause in a …

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Communication, Leadership, Sales, Uncategorized · February 21, 2011

Why won’t people call anymore?

I’m sitting in my office and “ding”, the email icon appears, and for one time in my life it’s my only unread email in my inbox, so I quickly scan it and see it’s from a buyer asking something pretty simple. Knowing she had just sent this, I picked up the phone and called her… straight to …

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