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Stress Management


by Nancy Bleeke, Author of Conversations That Sell I cringed as I watched the ‘guys’ return to the sales office bragging of their latest sales activities in the iconic sales movie Glengarry Glenn Ross. (We had a very long drive south last week to move our daughter for college and I needed something to occupy my time.) I found it painful to watch the actor’s bravado, lies to prospects, and desperation about closing sales during the...

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By Eileen McDargh “Intelligent Optimism” Global warming. Water shortages. Terrorism. Failing health care system. Wars around the globe. Gas prices. Severe economic downturn. Look at the headlines and it’s enough to make you stay in bed. But wait! There is hope. It’s not the cock-eyed optimism sung about in South Pacific, the hottest show on Broadway. Rather it’s what psychologists in France are calling “intelligent optimism.” Such...

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Do You Rationalize Business Ethics?

Do You Rationalize Business Ethics?


Posted By on Nov 20, 2013

by Leanne Hoagland-Smith Recently in speaking with a CEO, she shared that the last two mandatory meetings with her staff resulted in attendance of 75 percent and 50 percent. She met with those who did not attend and restructured the next mandatory meeting. Her question to me was: “Do they not understand what mandatory means especially since I have explained it more than once?” My response was sure they understand, but they have...

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Do you sometimes allow your fear to drive your selling process?  This can negatively impact your close rate.  Here’s a way to deal with it. By Jill Konrath If you’re selling, you’re most likely experiencing fear. I say that, because I’ve dealt with it my entire professional career. I’ve worried about meeting my quota. Then, when I did, I worried about doing it the next month. I was afraid of losing...

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Have you ever had a plan for your day and then had it ruined by one incident? What if you knew you are in control? It’s a matter of perspective. by Sirisha Govender My experience with various groups of learners over the years, has brought me to the realisation that human nature, by no deliberate fault of the human, is such that we don’t allow ourselves to embrace the positive. We are therefore directly responsible for our...

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What is the difference between chaos and temporary disorganization? How do you know if your onboarding system is in need of a tweak or an overhaul? Merit Gest has the answer. by Merit Gest Jill’s office is a mess.  There are papers everywhere and no rhyme or reason to her paper or electronic filing systems.  Tom’s office is also a mess, but within ten minutes he can put everything in its proper place. The difference between Jill and...

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