Tip of the Day

Five Golden Rules for Boosting Sales Rep Productivity

March 6, 2012
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Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers. A paradigm shift in thinking, and a modification in behavior, must […]

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Your Prospect: He’s Just Not That Into You!

January 2, 2012
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Earlier, last decade, a book was published that shook the dating world called, “He’s Just Not That Into You” (Harper Collins). As described on Amazon.com, the book “educates otherwise smart women on how to tell when a guy just doesn’t like them enough, so they can stop wasting time making excuses for a dead-end relationship.”   […]

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Why Do YOU hate Calls from Salespeople?

December 21, 2011
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If you’re a manager, there’s no doubt you measure reps’ performance to some extent, by the number of cold calls they make. We expect reps to barrel ahead and blast through the barriers. No excuses. But you know it can be difficult. The beginning of a new year is a great time to think about […]

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Sales Executives: Don’t Eat Everything at Once

December 14, 2011
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My sister really does it up over the holidays. Each year, the whole clan packs up and heads to her house for at least one “fit-for-a-king” meal. She’s got the smoker, the deep-fryer, the sousvide, the steamer, and – well, pretty much every machine a gourmet cook might have in her kitchen. But she didn’t […]

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Top Ten Ways to Screw Up Your CRM Decision

December 6, 2011
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I first wrote this blog post exactly one year ago. It got a lot of comments so I decided it was time to dust it off and update it. I’ve expanded the list to cover the top ten mistakes that will ensure your CRM implementation is a failure. Make sure the main purpose of your CRM system is to […]

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How Will You Get to Where You’re Going?

November 8, 2011
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Man vs. Wild – on the Discovery Channel – brings seasoned adventurer Bear Grylls to the most difficult terrain where he shows how to survive in grueling and dangerous environments. It’s a great show if you’re interested in the whole survival thing Personally, I’ve always been fascinated with survival stories and how people think and […]

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Hey Mon, Don’t be a Hedley

October 25, 2011
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I used to love watching “In Living Color”, a sketch comedy show that ran from 1990 to 1994. It’s where Jim Carrey got his start and it starred the Wayans brothers who also wrote for the series (and created it).To this day, it’s one of my favorite shows. I flashed-back to the show last week […]

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Are Your Business Contacts Worth 20K? Survey Says…

October 14, 2011
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Yesterday, Xobni, who recently released a new product suite called Smartr, announced the results from two online surveys conducted on its behalf in July & August 2011 by Harris Interactive. When you cut through all the statistical mumbo-jumbo, you learn two key take-aways. The majority of people with both business and personal contacts believe their business contact information […]

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Marketers: Is it Time to Go Undercover?

September 23, 2011
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­UNDERCOVER BOSS was CBS’s Emmy-nominated #1 new series of the 2009-2010 season, averaging 17.7 million viewers. Its premiere episode ranks as the biggest new series premiere since 1987 and the most-watched premiere episode of any reality series. Clearly they’re on to something. In case you’ve missed it, each episode follows a different executive as they […]

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If You Limit Yourself to Jell-O Don’t Complain About the Meal

June 1, 2011
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I don’t go to Sunday brunch very often. It’s a rare treat. When I know I’ll be going, I try to eat light for a few days in advance – I know I’ll want lots of room in my belly. My favorite item by far, is the eggs benedict and so I’m careful not to over-do it […]

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