Category Archives: Recent Articles

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Fundamentals to Success: Develop These 5 Leadership Skills

The “greats” all have one thing in common; they all employ these five leadership skills to ensure their success: adaptability, relationship building, integrity, a learner’s attitude, and generosity toward followers. Let me give you a quick review of what Dr. … Continue reading

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Fundamentals For Success: Courage and Persistence

At some point we have to stop planning, stop talking, stop thinking, and actually do it if we are to move our life forward. As the Greek philosopher Sophocles said, “heaven never helps the man who will not act.” The … Continue reading

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Motivating Your Employees: Develop a Performance Scorecard

Where do you want your business to be in one year? How are you going to get there? Formulating the answers to these two questions is a good start, however, how are you going to get your followers all cooperating … Continue reading

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Building a Successful Business Model: Re-invent Often

Companies who are continually examining their strategic position and reinventing themselves are more successful than companies who get fixed in the same day to day grind and never change. Are you stuck in the same business model, doing everything the … Continue reading

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Why Measuring Results Improves Sales Performance

Do you manage a sales force geared for mediocrity or excellence? Are clear lines of performance standards communicated to your salespeople?  Do you measure the results of your salespeople? Make no mistake about it, sales management is performance management. Sales … Continue reading

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How to Create a Continuous Stream of Prospects: 8 Proven Strategies

Without a continuous flow of quality prospects, what does a business have? The answer is nothing. If you do not have anyone to sell to you don’t have a business. Without a continuous flow of quality prospects and the business … Continue reading

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Fundamentals For Success: You Must Believe

Your mental attitude toward yourself and the world around you will shape your life. When we think positively about ourselves and the future, we will do greater things over the course of our lives than those who think negatively. Our … Continue reading

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Motivate Your Employees with Praise

Giving daily recognition is so easy to do and so inexpensive there is no excuse for not doing it. Praise is the best way to motivate people. Consider this simple tip by Bob Nelson, Ph. D. in his book 1001 … Continue reading

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Successful Sales Skills: Stalls and Objections

A stall sounds like, “let me think about it” or “I need to see what my wife thinks.” An objection sounds like, “The price is a little more than I care to spend” or “We have plenty in stock right … Continue reading

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Leadership Communication Skills: The Art of Listening

“If you listen for the whispers, you won’ have to hear the screams.” This Sioux wisdom is a valuable thought for leaders to heed. Peter Nultry says, “Of all the skills of leadership, listening is the most valuable, and one … Continue reading

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