Learning
March 3, 2020
It is harder and harder to keep secrets, whether personal or corporate, in today’s connected world. In some instances the information flow has presented a huge challenge: in others, the transparency revolution has been a necessary change. This is p...
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January 14, 2020
“What’s the purpose of this call?” I asked the young salesperson before we approached the prospect.
“I’m here to make a sale.”
“Oh, and what are you planning to sell?”
“I expect this guy could use some life insurance.”
...
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December 3, 2019
We all experience stress in our lives. Some level of stress is normal in the workplace. It can act as a stimulant to help us achieve more. However, excessive, prolonged stress can interfere with our productivity, as well as have a negative impact on ...
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October 16, 2019
I’m a firm believer that “nothing happens until somebody sells something.” When you think about it, every human interaction you have in your personal, family, professional and business life, is basically a sales call. Thus, we all use sel...
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October 1, 2019
A colleague once asked if I considered myself a creative person. My immediate response: “Absolutely not!” I thought about the wildly imaginative individuals in my workplace, many of whom annoyed me with their half-baked ideas, and concluded that ...
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September 13, 2019
Employee engagement surveys are useful tools to measure the health of an organization. They gather candid, unfiltered feedback from the people who work hard to deliver the organization’s strategic priorities to its stakeholders and customers. One...
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July 1, 2019
My 7-year-old grandson was playing Scribblenauts, a video game that creates a picture of the object you have correctly spelled. He was having trouble with a specific word; using an “O” instead of an “A” because, as he described, “sometimes ...
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March 6, 2019
I struggled my first few months as a rookie sales person. The company was a leader in its market space and yet, as hard as I tried, I continued to fail. There were plenty of prospects and I made the recommended number of presentations each week, but ...
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February 12, 2019
One of the fun things about business and sales is that nobody has cornered 100% of the market. Our traditional competitors are those who offer some variation of what our business already does. However, even if a competitor is better, faster or cheape...
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January 14, 2019
Everyone has expectations. Whether explicit or implied, there are certain things we assume will or should happen. As employees we expect a safe workspace; we want to have fun (December’s articles); and we expect fair remuneration for our efforts. A...
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