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| Guest Columns |
View Archived Articles in Guest Columns (188)
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Making Sales Meetings Memorable. OK, Tolerable. |
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Every sales team has a weekly meeting. Most salespeople think they're a waste of business time. Mostly because the meetings are boring, or chastising, or threatening, or lack inspiration, or all of the above.
Managers feel as though they "have to" have them, yet struggle with the content and flow.
Well now, that sounds like a positive way to get the week started. What's a sales team to do? Here's what to do… [more...] More
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Protecting Your “Rep” on the Internet |
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Last month we discussed a really amazing presentation by Charlene Li, an executive and analyst with Forrester Research in San Francisco. That article discussed at some length a list of 10 things that Charlene offered relative to what brokers should be doing to achieve Internet competency. Items 8 and 9 on that list were as follows:
8. Create profiles on rating sites, ask for testimonials, and put links to them on your own site
9. Monitor your reputation and respond to reviews [more...] More
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Setting And Achieving Prospecting Goals |
In setting prospecting goals, focus on three core areas: the number of contacts you should make each day and week, the number of leads you should develop, and the number of personal appointments you should set.
Start with easily attainable numbers, so you can build up your energy, intensity, focus, and discipline slowly and steadily. You would not decide to run a marathon without working your daily and weekly mileage up over time, and the same premise applies when establishing and meeting your prospecting goals. [more...] More
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Seven Surprising Reasons to Volunteer |
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Your work schedule is crazy and free time is hard to find — so why start volunteering now? Here are some reasons you might not have considered.
There are lots of things we want to do and should do, yet never seem to find the time to actually do. Volunteering shouldn't be one of those things. Why? Besides providing much-needed help to people or organizations that need it most, volunteering can open the door to new business opportunities, friends, skills, and appreciation for the everyday things you take for granted. Most of all, it can make you happy. [more...] More
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