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john mongillo80
Inside Sales: In Search of that Missing Ingredient
Sales Cowboy
February 8
Great salespeople thrive on creating something out of nothing.
paul mccord_80
Why Clients Resist Giving Quality Referrals
Sales Coach
February 8
When you ask for referrals most clients will resist giving you quality names. Here's how to work with them to get past that resistance.
lori richardson_80
Small Business Mega Success Story - from the Road "Stonewall Kitchen"
Selling Relationships
February 8
Innovate, build a market niche, and watch sales take off! In 1991, Jonathan King and Jim Stott made some nice jams and vinegars. They were so good, in fact, that they ...
jonathan farrington_80
Can Gen X, Gen Y, and Baby Boomers Co-Exist? – The Debate Rages
The Sales Leadership Coach
February 7
Gen X and Gen Y have leveraged the technology, but didn’t invent it. So there are some fundamental disconnects when discussing depth of understanding. They know how to do it, but don’t know why it’s done that way.
keith rosen_80
Coaching Questions Managers Use To Get People To Recognize The Cost of Self Sabotaging Behavior
The Executive Sales Coach
February 4
Like most people, most managers I meet simply do not like confrontation. As such, they have tendency to avoid it at all costs. Now, I’m a huge advocate of motivating people by uncovering what drives them personally by tapping into their individuality, and then motivating them by pleasure, their goals, their dreams and their personal vision. While this is my ...
jenny capella_80
Custom LinkedIn Messages: Easy and Worth It!
Professional Networking
February 2
When writing a custom note, keep your relationship with the recipient in mind, including its nature, depth, and longevity.
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Latest Comments in Sales Bloggers posts

Thanks, Keith, for the article. the questions that you have highlighted really got me thinking. There's more toxic behaviour in organisations than you can imagine and those questions would really drive the point home. Like you mentioned, I used to this that reinforcing with pleasure was the way to go. I soon realised that it worked where a person has the right mind set already and not when the person's mentality had turned toxic. What i have done with my team is to ensure that they take direct responsibility for their actions. I created what I would like to term a "transparent system" (within limits, of course) where a person can evaluate the direct cost of their actions or lack thereof. They can evaluate the benefit they are bringing in versus the expenses or the losses they cause and benchmark that against what they want to earn or what they do earn. It works for a cleaner right up to nearly the top. The idea rests around defining the incomes and expenditures that they affect and they can evaluate those themsleves. I've found that my team now works harder and with greater purpose and there is very little toxic thinking and toxic behaviour.
By: Garikai Nhongo on 2/7/10 at 11:38 PM
Coaching Questions Managers Use To Get People To Recognize The Cost of Self Sabotaging Behavior
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By: jim on 2/7/10 at 10:55 AM
Custom LinkedIn Messages: Easy and Worth It!
Welcome to our website: http://www.wowhotsale.com
The website wholesale for many kinds of fashion shoes, like the nike,jordan,prada,adidas, also including the jeans,shirts,bags,hat and the decorations. All the products are free shipping, and the the price is competitive, and also can accept paypal payment.,after the payment, can ship within short time.

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By: jim on 2/7/10 at 10:50 AM
Is Your Company Value Statement Killing Morale?
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The website wholesale for many kinds of fashion shoes, like the nike,jordan,prada,adidas, also including the jeans,shirts,bags,hat and the decorations. All the products are free shipping, and the the price is competitive, and also can accept paypal payment.,after the payment, can ship within short time.

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By: jim on 2/7/10 at 10:46 AM
Can Gen X, Gen Y, and Baby Boomers Co-Exist? – The Debate Rages
I agree with the commentary on training in many ways. A simple training provides nothing more than information and ideas. Behaviorally training does nothing to improve performance. Coaching does. However, I would take it one step further that even a coach can't fix what the team gets from ownership on a regular basis. To fix or improve sales performance requires an organizational behavioral shift.
http://www.purecooke.com/2010/02/06/training-nd-coaching-are-not-the-answer-to-growth
http://www.purecooke.com/2009/10/19/sales-down-skip-the-training-hire-a-coach/ ...
By: Sales Cooke on 2/6/10 at 9:56 AM
From Classroom to Paycheck: Making Sales Training Work
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