Why do salespeople quit just when they're starting to succeed? Why do they sabotage their best efforts and regulate their way back down into their "comfort zones"? Why and how do peers family and "friends" work to support the self-sabotaging behaviors (even though they may not mean to)? These questions are tough to answer because the affliction itself doesn't make much sense – why would anyone work to destroy their own success? The reality is that many people do exactly that; they simply c...

This is the story about a fictitious donut factory where all they do is make donuts. The production manager a curious fellow with an even curious-er name –Mr. Sales Manager is in charge of collecting the donuts and taking them to his regional manager who then passes them on to the factory owner. One day Sales Manager's boss came to him with a direct order – "Sales...you have to make more donuts!" In fact they wanted Sales to make twice as many donuts without adding staff or any other suppo...

What if a salesperson could learn the strategies, techniques, and control methods of a psychiatrist and apply them to sales? How different would that salesperson be from the "typical seller"? How much more effective would that salesperson be in gathering client information and digging at core issues?For the first time, Greg Bennett, a top sales trainer and coach for over 20 years, shares these strategies in "PsychSelling - The Secret Strategies of the Psychiatrist Applied to Sales"...

Heres a seven-point approach that can make annual appraisals of your employees go from appalling to appealing.

Effective deal coaching is a lost art. Many VP's of Sales know they're not winning their fair share of new business and are frustrated because they can't put their finger on the root cause(s).In the 15 years since Peter Bourke left Accenture to join The Complex Sale he has worked with dozens of companies who are intent on improving their sales effectiveness. With few exceptions, the key determinant of success in these initiatives is most closely correlated with a sales organization'...

As we live through successive economic earthquakes that shake the core of our society, it can be difficult to maintain one's footing. Still, Dr. Stephen R. Covey argues there is a positive side to these tumultuous times, provided one is willing to take a chance and go with it. We should welcome this wild and demanding new world and embrace the opportunities it presents. Covey tells us, don't just settle for a job; you want a great job. Great Work, Great Career can help you find that great ...

Would understanding the communications that promote goodwill and the communications which turn customer off benefit your organization? Have you ever lost a customer and wondered how to bring them back? Would knowing the drivers that motivate customers to take immediate action help you? Starting today you can apply strategies that boost your customer’s connection to you. Psychologist, trainer and author Dr. Larry Iverson will give you proven tactics for improving your communication and elim...

Tough Times can be brought on by any number of factors: a down economy, Mother Nature, shifts in customers' needs, national tragedy--the list goes on and on. These types of changes can be extremely disruptive, even paralyzing, when we're not prepared for them. While many see no other option than to "sit tight" and "ride things out" when crisis strikes, true career professionals in selling understand that the only way to deal with adversity is to meet it head-on. That's why a positive attit...

Hiring great employees isnt a foolproof process. Were talking about human beings in all their multifaceted, imperfect glory - and sometimes the wrong person will be hired for the right reasons. What you want to avoid is hiring the wrong person for the wrong reasons. Following these steps will go a long way to avoiding that costly outcome.

Ten Commandments of a Successful Entrepreneur reveal a set of rules obeyed by entrepreneurs who are running successful businesses in the long-term. Business is affected by many variables, but every entrepreneur can affect those which are essential for success. Which are they? This e-book intended for all entrepreneurs explains them.

Full of stories of successful entrepreneurs, The Pumpkin Plan guides you through unconventional strategies to help you build a truly profitable blue-ribbon company that is the best in its fieldEach year Americans start one million new businesses, nearly 80 percent of which fail within the first five years. Under such pressure to stay alive—let alone grow—it’s easy for entrepreneurs to get caught up in a never-ending cycle of “sell it—do it, sell it—do it” ...

WAKE UP AND SMELL THE SUCCESS!You already know the Starbucks story. Since 1992, its stock has risen a staggering 5,000 percent! The genius of Starbucks success lies in its ability to create personalized customer experiences, stimulate business growth, generate profits, energize employees, and secure customer loyalty-all at the same time.The Starbucks Experience contains a robust blend of home-brewed ingenuity and people-driven philosophies that hav...