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Prevent Falling Down On The Follow-Up
True Sales Tales / May 29, 2020 / Elinor Stutz

Prevent Falling Down On The Follow-Up

Many representatives will fall-down on the follow-up is that the thought brings up fear and negativity. They fear the phone slamming down, and want to avoid negative responses every way possible.  So it is only a small percentage of salespeople who tirelessly work to prevent falling down on the follow-up.  Instead, they view the process ... Read More

Disruption—The Change of Pattern

Disruption—The Change of Pattern

Leadership / Jun 2, 2020 / Nikolaus Kimla

Continuing our series on disruption, and the “greatest disrupter of all time,” let’s take a look at the patterns that changed in the time of Jesus, and now. The mindset of the time was set in an empire that encompassed the whole known world: the Roman Empire. This empire included Palestine, where Jesus grew up ... Read More

COVID-19: Leverage Loneliness to Lead Your Life Mindfully

COVID-19: Leverage Loneliness to Lead Your Life Mindfully

Motivational / May 27, 2020 / Professor M.S Rao

With COVID-19 becoming pandemic globally, the discussion on loneliness has hit the limelight once again. Loneliness has become an epidemic globally with an increased number of people especially elders encountering this challenge. My heart goes out to the people who are infected with coronavirus and their families and to those who lost their employments. In ... Read More

Disruption – The Company, Strategy, and the Culture

Disruption – The Company, Strategy, and the Culture

Leadership / May 26, 2020 / Nikolaus Kimla

This series on disruption has been using as an example of the person who created the most major “disruption” this planet has ever seen: Jesus of Nazareth. Putting religion aside, let’s continue this examination, for there is much to learn. Creating a Strategy When a disruption occurs, it doesn’t just happen—it has been carefully planned. ... Read More

Discounting Belongs in Every Sales Tookit

Discounting Belongs in Every Sales Tookit

Improve Sales Skills / May 22, 2020 / Andy Rudin

Discounting gets a bad rap. Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Discounting is a Sure Sign of Sales Failure, proclaims one recent headline. Other titles are similarly dismissive: Salespeople Who Give Discounts Are Not Salespeople. It’s easy to get cowed into ... Read More

Hunker Up…..for your Clients

Hunker Up…..for your Clients

Motivating Sales Teams / May 21, 2020 / Brian Sullivan

Hunker down. It’s a phrase we all knew but rarely used. Heard occasionally in the US Southeast during hurricane seasons, its Scottish origins date back to the early 1700’s. “Hunk’ring down upon the cald grass” referred to assuming a low squatting position and “sitting hunker-tottie”. So much for the history lesson and truth be told, ... Read More

Beginning a Disruption – Select Your People

Beginning a Disruption – Select Your People

Entrepreneurs / May 19, 2020 / Nikolaus Kimla

Before we were so rudely interrupted by covid19, I had begun a series on the vital subject of disruption in commerce and how it changes history. The greatest disrupter in history was likely Jesus of Nazareth, whose brief “career” disrupted and altered the course of history for the following 2000+ years. If we set aside ... Read More

How to Become a Trusted Advisor

How to Become a Trusted Advisor

Improve Sales Skills / May 17, 2020 / Gregg Ward

The term “trusted advisor” has become a hot topic in the sales world. Being a trusted advisor is seen as the ultimate role for a salesperson, and thus, people strive to be labeled this coveted term. However, many salespeople don’t entirely know what that means or don’t know how to qualify when you have actually ... Read More

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