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    Moving Up the Ladder - Myth vs. Reality: Business Beliefs, Part 2
by Ron Baker and Tim Muma - Mar, 2015
Ron Baker, radio host of The Soul of Enterprise, joins Tim Muma in another installment of Myth vs. Reality. Ron is the founder of VeraSage Institute and brings with him a wealth of knowledge in a wide variety of topics related to business, management and the knowledge economy. Once again, Ron tackles some phrases and ideas that you'll often hear in business, giving us the reasons we should believe them or look elsewhere for qu...
 
    Moving Up the Ladder - The Value of a Defined System in Sales
by Dave Mattson and Tim Muma - Mar, 2015
The sales profession has plenty of stereotypes and myths that have followed it through the years. While you often hear of the "art of selling," Dave Mattson prescribes to a different theory, based on having an effective system and a "science" to the sales. Dave Mattson is the CEO of Sandler Training, and wrote the foreword to the second edition of "You Can't Teach a Kid to Ride a Bike at a Seminar," written by David Sandler. T...
 
    Moving Up the Ladder - Myth vs. Reality: Business Beliefs
by Ron Baker and Tim Muma - Mar, 2015
Ron Baker, radio host of The Soul of Enterprise, joins Tim Muma for the latest edition of Myth vs. Reality. Ron is the founder of VeraSage Institute and brings with him a wealth of knowledge in a wide variety of topics related to business, management and the knowledge economy. He goes after some common business beliefs and phrases people utter across industries, telling the LJNRadio listeners which to believe and which to igno...
 
    Moving Up the Ladder - Duct Tape Selling
by John Jantsch and Tim Muma - May, 2014
Change is inevitable, but sometimes industries are slow to make adjustments to long-held beliefs regarding strategy and success. Marketing consultant, John Jantsch, founder of the Duct Tape Marketing Consulting Network, draws off his experiences to offer his take in a book titled, "Duct Tape Selling: Think Like a Marketer, Sell Like a Superstar." He delivers his message to Tim Muma and the listeners, giving insight into a new...
 
  Closing The Sales Productivity Gap
by Barbara Giamanco - Aug, 2015
In my recent Razor’s Edge podcast, I talked with Robin Saitz, CMO at Brainshark. The focus of our conversation was sales productivity and specifically, we talked about what is behind the sales productivity gap and what companies can do about it. Though we’ve heard through the years from CSO Insights that roughly 52% of salespeople do not achieve quota each year (and that’s in a good economy!), Robin told me that the TAS Gro...
 
  10 Tips to Take The Stress Out of Business Travel
by Mary G. White - Aug, 2015
Business travel can be stressful. This is true whether your job requires travel frequently or if you only take occasional business trips. Try these simple tips to help reduce the stress associated with working on the road. 10 Tips to Reduce Business Travel Stress Looking to diminish the stress of traveling for work? Try these helpful tips: 1. Advance planning: Plan your travel as far ahead of time as possible. This wi...
 
  Great Sales Skills Are Required
by Barbara Giamanco - Jul, 2015
As I write and talk about frequently, to succeed with social selling three things are needed: Strategy, Skills and Execution. Unfortunately, many sellers are jumping straight to tactics without having established an initial plan that they can measure and track against and consistent execution is often poor. I’ve written about these things in the past. Today, I want to focus on the topic of skills. There is a level of noise...
 
  Sales Acceleration Is An Inside Job
by Barbara Giamanco - Jul, 2015
As a seller, are you responsive? Think carefully about this question. Do you know exactly how long it takes you to respond to email and phone calls from prospective clients? How quickly are you responding to leads that come from the marketing department? Do you respond at all? How often do you have to say someone, “I’ll get back to you.”, because you did not know the answer to their question? What about your propos...
 
  Service Excellence – Why Experience Goes Wrong
by Barbara Giamanco - Jul, 2015
Service excellence is something that I expect from the companies taking my money for the product or service I purchase from them. Yet, I think of countless interactions with vendors recently that cause me to wonder why companies have such difficulty getting it right.Excellent concept At its core, the importance of delivering service excellence is fairly straightforward and easy to understand. Even easier is the clear financ...
 
  Sell Me This Pen! Part 2: Job Interview as Sales Call
by Paul Freiberger - Dec, 2014
We’ve seen what “The Wolf of Wall Street” said about the job interview when the interviewer stops asking questions and presses the interviewee to actually do something. "Sell me this pen," says the criminally unscrupulous character played by Leonardo DiCaprio. In the film, recruits had to sell the interviewer a pen he had just pulled out of his pocket. According to Hollywood, the correct approach is to ask the pen-giv...
 
  Sell Me This Pen: How to Win the Sales Job Interview
by Paul Freiberger - Nov, 2014
In sales interviews, everything can hinge on the answer to one question. Nail that one, and the job is yours. Make a mess of it, and your other answers, no matter how brilliant, may not save the day. While you may not have to answer the question today or tomorrow, there’s every chance you’ll hear it soon. You’d better be ready for it when it comes. Here’s the scene: The interview is in progress, and the interviewer reaches...
 
  Customer Service vs. Five Rules of Customer Engagement
by Connie Pheiff - Nov, 2014
Did you ever receive poor service when eating out at a restaurant? How was the situation handled? Did management apologize? How did management apologize? Were you satisfied? The greater question is would you go back to this restaurant? The new rules of customer satisfaction is more than customer service, it’s customer engagement. We can agree customer service is listening to your customer and knowing exactly what he or she...
 
  Sales and Communications: 16 Bad Habits You Can Change
by Dr. Maynard Brusman - Jan, 2013
Creating a positive experience for customers is every employee’s job, including those who work outside the sales department. Unfortunately, training often overlooks key interpersonal skills for influencing others. Workers at all levels fail to understand that: Customer expectations for the sales experience have increased. Customers enjoy a broader, more competitive selection of products and services. There is often...
 
  Sales and Communications - Connecting Through Empathy
by Dr. Maynard Brusman - Dec, 2012
Empathy allows us to understand others’ feelings, thoughts and experiences. Customers must sense that you care about their needs. Studies show, however, that our sense of empathy is eroding. The Institute for Social Research at the University of Michigan has collected data for more than 30 years, and researchers have found that young adults are 40 percent less empathetic than their counterparts in 1979. The ability to empathi...
 
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