Category Archives: Recent Articles

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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

Posted in Leadership Development, Listening and Speaking Skills, Recent Articles | Leave a comment
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Small Business Finance Tips: Managing your P&L for PROFIT!

There is only one way to be successful in business and that is to make a profit. To build cash and to grow a business requires PROFIT! Many times profitability is secondary to sales in a business owners mind … … Continue reading

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Success Tip: Stretch Yourself to Reach Your Full Potential

I want to share with you the following personal growth tip I read in a book by John C. Maxwell,  The 15 Invaluable Laws Of Growth. Many people have a dream, however most do not pursue it. Why? Most people … Continue reading

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Success: Apply the “Golden Rule” into Your Business Decisions

Mary Kay has built a billion dollar empire focused around making every leadership decision based on one question, “If I were this person, how would I want to be treated?” Using the Golden Rule as the company’s mantra keeps management … Continue reading

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Design Winning Advertising: 8 Guidelines

Is your company receiving the highest return, in terms of sales, on every advertising dollar spent?  Any appropriate print advertising media you choose for your target market (direct mail, newspaper, trade magazines, invoice stuffers, door hangers, etc.)  may be discarded … Continue reading

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