| 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...
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...
Success Tips for Sales Professionals
by Valerie Sokolosky - Jul, 2011
So what's all the hubbub about this Personal Branding? It all started in 1997 when Tom Peters wrote an article for Fast Company called "The Brand Called You." Here's the main message: "Big companies understand the importance of brands. Today, in the 'Age of the Individual,' you have to be your own brand and stand out from the crowd. The following five branding tips are worth knowing, so read, practice and watch y...
7 Tips for Being a Great Communicator
by Courtney Templin - Oct, 2010
Communication skills – it sounds so rudimentary, but it can really make or break your career. Can you name any great leaders who couldn’t communicate their ideas or share their vision? If you want to be a great employee and leader, you need the ability to command a room with your communication and presentations. Here are a just a few tips for becoming a great communicator: 1. Listen first. The best communication s...
Three Keys to Sales Excellence
by Alexandra Levit - Jul, 2010
Even if you don’t have the word “sales” in your title, don’t be fooled into thinking this post isn’t for you. Everyone who works in business is a salesperson, whether you’re selling an actual product to a client or an idea to a team member. #1: Nail the Big Five Traits When I worked in the agency world, there were certain individuals who could always be counted on to bring in the big clients. My boss used to say that th...
Have You Compromised Your Values?
by Barbara Giamanco - Jul, 2010
At the core of what I believe about success in life is personal accountability and responsibility. This is certainly true in sales. If you are not hitting quota, have you taken the time to evaluate your own actions, attitudes and beliefs? Or, as so often happens, are you blaming the economy, the local market, your boss, the crappy CRM system that was installed, or maybe the prospective buyer who doesn’t call you back? It is ea...
How to Fix Six Dysfunctional Social Sales Behaviors
by Barbara Giamanco - Jul, 2010
Utilizing the appropriate social media to tools to improve sales performance represents an investment of time, and depending on the types of tools that you are using, money. A common myth is that social media doesn’t actually work; in terms of driving the sales process forward. It does, IF, you have an open mind, you know what you are doing while participating online and you are very clear about the results you want to achi...
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