Author: admin
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Sales: Persevere to Succeed
Most successful sales people will confirm that very few sales take place on the first call. 5 to 8 calls has proven to be a good reference point for most industries and products. A low cost, low value sale might require fewer calls, which a high cost, high value sale could take many more calls…
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Be Courageous — Don’t Fear Failure
Reggie Jackson was known as “Mr. October”. During the regular season was a very good ballplayer. But during the postseason, especially late in games, Reggie was one of the greatest clutch hitters in baseball history. In 27 World Series games, he hit 10 home runs (including four in a row), had 24 RBI and batted…
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Marketing: Differentiate to Win
The quickest way to sink the value of your products in a crowded field is to make them a commodity. That is true for products, services and for yourself. Why would a customer pay more for your product if they see nothing different from your competitor’s offerings? Differentiation can be as simple as identifying what…
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Seek First to Understand
One of my favorite leadership books is Steven Covey’s 7 Habits of Highly Effective People. While all his habits are helpful, I continually go back to Habit #4: “Seek First to Understand, Then to Be Understood.” That involves BOTH understanding and communicating, but the first step is understanding. Sales people are notorious for spewing out…
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Leadership and Keeping Your Head
“If you can keep your head, when all about you are losing theirs…yours is the earth and everything in it” – From “If” by Rudyard Kipling. This is my all-time favorite poem. The message is simple: strong leaders keep their wits in difficult situations. They have learned that panic does not lead to sound decision…