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Building Your Team
Much appropriate discussion has taken place regarding President Obama’s vetting process in selecting his team. It remains unclear whether his appointees witheld information or that the process was...
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Rethinking Overseas Technical Support
After nearly 25 years as a PC, I became a Mac late last month. I didn’t make the switch so I could grow my hair long – bedsides it’s probably too late for that – and I discarded my tie in favor of open...
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The Real Risk in Risk Management
It’s not uncommon to find businesses all over this country talking about the impact the current economic environment is having on their operations. Just yesterday, I was speaking with my good friend,...
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Documenting Processes Create Opportunities
Documenting processes is typically a very good idea. Here are a couple of reasons. (1) It clarifies what needs to be done in each process and allows you to eliminate unnecessary steps thereby...
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You can be efficient with things but you can only be effective with people
I really love my clients…they are all so eclectic and so varied. They have a unique way of thinking and my role as their guide is always interesting, stimulating and challenging. This past week...
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A Cold Calling Sales Method
Over the past few months, I have taken on the responsibility of sales through a cold calling project. To be candid, I have never been a fan of cold calling. My personal belief is that you grow sales...
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Cold Calling Step 1: Defining the Target Market and What It Values
Ted Williams, one of the greatest baseball hitters of all times, once said that the secret to good hitting was getting a good pitch to hit. He could just have easily been talking about successful cold...
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Cold Calling Step 2: Understand the Product and Align Its Capabilities to the...
All salespeople have a natural tendency to become very related to the products that we sell. This occurs because nearly all of our conversations within our company and to our prospects revolve around...
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Cold Calling Step 3: Creating the Presentation Script
When it comes to cold calling, there is tremendous value in organizing one’s thoughts in advance. Doing so in writing has significant advantages including (1) being better prepared as to what you wish...
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Cold Calling Step 4: Getting Your Voice
Having prepared your script does not mean that your presentation is in any way refined nor that you are ready to begin the cold calling campaign. There is a reasonable (some would say, likely) chance...
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