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A leader's job is maximizing the performance of their teams. We do this through training, tools, processes, coaching and other means---all focused on improving the performance of each person on the team. One of the critical elements of performance management is starting with the right people in t Read More
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Not long ago, I was asked by some investors to assess the business plan of a start-up company. I jumped at the opportunity, I love working with entrepreneurs and launching new products and companies. The team I met with was filled with passion and excitement, they saw no barriers, everthing was opp Read More
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... How to make a fortune by getting inside the heads of your customers,” Denny Hatch discusses the seven emotional appeals that stimulate action... the things that drive people to make decisions. In order to have a successful business or practice you obviously have to sell something to someone. An Read More
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Instead of spending far too much time watching the basketball tournament (and setting up a bad Q2-2011), set up your own Dream Client March Madness. Read More
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Until your dream client has enough time and experience, they aren’t easily swayed by your honest assessment of their constraints and the true cost of results. Read More
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Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps. Read More
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Many of you know I'm very enthusiastic about Twitter. I believe it has potential to be a very powerful tool for business professionals. Right now, we are just Read More
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Even in a fast paced, turned on world, there are still advantages to taking the time to elaborate things. It's more than avoiding short cuts, it is about winning over buyers. Read More
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Who Else Do We Need?

Avatar Posted by iannarino under Sales
From http://thesalesblog.com 4995 days ago
The power to make a decision is getting spread of a greater number of decision-makers and stakeholders. Collecting buying committee relationships is necessary. Read More
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I'm frustrated and a little impatient. As a profession, we seem to be doing the same thing over and over, making little progress. Sometimes, I feel like I'm Read More
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