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When we lived in a more static world, working hard had its reward. The target - selling a customer, launching a product or winning market share - remained intact because things that were true a month ago would be true the next month and thereafter. Salespeople could work the same
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I think the pendulum has swung a bit far today. The perception that there are so many options because of saturated marketing and abundance of information on the internet and media channels can so often spoil us as customers. It's consumerism taken to the maximum self-centered position that
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When we can take the emotion out of work that demands results, we can focus on performance and goals. Emotion clouds the true picture when it comes to measuring your sales results, productivity or quality of service. If you find yourself in meetings that are all about people's
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While our modern economy affords us multiple ways to communicate, it does not mean that we have improved in our responses and outreach. In fact, I think people use their overwhelmed state to hide and excuse themselves from unpleasantries. In the old days, if you left a message with someone
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It's the end of the week and always a good time to think about what you accomplished before the next week starts. There's the work you have to get through to meet deadlines. If you are part of projects, then you are accountable to your team
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An outsider has an unfair advantage of seeing your situation without the emotional cloud you experience up close. They can see what you are doing and how it impacts your life and work without much effort. However, trying to assess ourselves is difficult because we are attached to our habits.
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We forget the way things were. It used to be painful to get software developed to run part of or all of our business operations. The cycles were long and the tools for developers were not as convenient. When you bought software from a vendor, there would be six month
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It's Monday and that rest from the weekend is hard to transition from. When there are urgencies ahead, it is hard many times to slot in and get focused. The tyranny of email and catching up with others makes it harder to get going on the important work.
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One way to play the game of gaining attention is to keep a look on the horizon and do things first. Of course, this is a relentless pursuit. You have to stay on top of what is coming out and continue with trends that shift and turn. There is that
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When you think about the click moment, much of what has to happen comes down to connecting and timing. That interpersonal touch which puts you on the same wavelength with another person is important to get any traction. No connection then no reason to make something happen together. The timing
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Without sales nothing happens. Your great product and warm service happen after the sale is made. Otherwise, they are irrelevant. However, selling on its own is not an isolated function. Your entire business is in the business of sales. The idea of silos in your organization is an artifact of
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We give out free passes every day. When someone does not respond to emails or return calls, we may feel this is a slight or dismiss it to a person's disorganization. Yes, everyone is overwhelmed, but does it have to stay this way? If a person's