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Win Win

Motivation, Preparation, Professionalism, Sales, Training · June 8, 2011

What are you looking for in a sales meeting?

What do you do after a sales meeting? I am just coming back from a sales conference in Europe, and I find myself wondering what is really different each time I come back from a sales meeting? Sometimes I change my way of working, sometimes I don’t. What I do realize from both sides of the spectrum, …

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Communication, Professionalism, Respect, Sales · May 22, 2011

Realizing the importance of lifetime value

Todays’ blog is about the lifetime value of a customer. I think I ran into the first instance where I was the customer using this discussion with a business owner recently. It is a great example of how someone in your organization can cost you thousands or even millions of dollars. It seems that I …

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Communication, Planning, Professionalism, Sales, Training · April 21, 2011

Leadership or Salesmanship?

Leadership or Salesmanship? When my son was a lot younger, I had a difficult time getting him to put his toys away. I would continue to tell him over and over again, to put his trucks away, take his ball back to his room and just about everything I could think of shorting of bribing him didn’t …

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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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