http://www.wbusinessbooks.com Win · Wealth · Worth · An Imprint of New Win Publishing en-us http://www.selfgrowth.com/artman2/publish/sales_articles/12_Keys_to_Tuning_Up_Your_Sales_Force_printer.html Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day . . . http://www.nytimes.com/2007/12/13/fashion/13Work.html?pagewanted=2 Some workers seek out noise. Lee B. Salz wrote “Soar Despite Your Dodo Sales Manager” (Wbusinessbooks, 2007) at a bustling community center . . . http://www.pm4girls.elizabeth-harrin.com/?p=209 It’s the time of year to prepare for annual performance appraisals. I did some research for Projects@Work recently, and wrote an article for them about how project managers could best arm themselves for the dreaded one-to-one with their line manager . . . http://nymieg.blogspot.com/2007/12/n-factor-effecient-networking.html I have been fortunate, since the beginning, to have meet interesting people who are specialists in the area of business networking and have provided me with valuable advice and I'd like to think this is part of the success of the group . . . http://prabhuguptara.blogspot.com/2007/08/n-factor.html The "N" stands for "networking" which of course existed long before the word came into existence - as is always the case. Even in the world of ideas and concepts, the idea or concept always pre-exists the creation of the word to describe it (at least in the world of ideas and concepts) . . . http://www.ostina.org/content/view/2312/726/ Networking is essential to business development. Because business is an interpersonal activity, trust is the basis on which business relationships are founded - and networking is the time-tested method for establishing this trust . . . http://houston.bizjournals.com/houston/stories/2007/05/07/smallb5.html Businesses are not built on luck. They are built on good ideas, hard work, good timing and connections . . . http://www.prleap.com/pr/84924/ Business card collector: Are you getting the expected results from professional networking? http://people.ronpaul2008.com/oklahoma/2007/12/04/experts-vs-real-people/ Three hundred Spartans, at war against a million Persians. The battle is ancient, but the movie is modern. When “300” was released in early 2007, the epic war film of the Battle Of Thermopylae, the critics were appalled; blood, gore, devoid of a plot, and ‘more severed meat than you’d find in a Brazilian steakhouse,’ they howled . . . http://www.anaheim.edu Chien J. Wang launched Toujours Products, Inc. at the age of 22 with $4,000 he had saved in college. The company distributes awards and personalized gifts to hundreds of retail outlets in the U.S. He worked tirelessly, and often 100 hour work weeks in the first six years of the business . . . http://ucsdnews.ucsd.edu/newsrel/general/09-07HenryDeVriesHD-L.asp UC San Diego Extension, the continuing education and public programs arm of the university, has named Henry J. DeVries, past president of the UCSD Alumni Association and a marketing instructor at Extension for more than 20 years, as Director of Communications . . . http://ezinearticles.com/?Four-Ways-To-Make-the-Case-For-Outsourcing&id=66518 How do you convert outsourcing leads into clients? You may need to make the case for outsourcing . . . http://ezinearticles.com/?Ten-Media-Crisis-Tips&id=66515 No comment. These are probably the two most damaging words in the English language to the reputation of a professional, business or organization. While positive publicity is always wanted, what happens when bad publicity comes your way . . . http://ezinearticles.com/?Good-News-About-Getting-Published&id=66487 So you want to get a book published and add "author" to your resume. A decade ago, there weren't too many options for professionals and consultants to get into print. If a traditional publisher wasn't interested in your tome, your only other option was to spend tens of thousands of dollars with a subsidy press or custom printer. And then, without ready distribution, good luck trying to sell the books . . . http://ezinearticles.com/?14-Top-Lead-Generation-Tactics&id=66486 According to former Harvard Business School professor David Maister, typical marketing practices are not only inapplicable for professional service firms, but they may be dangerously wrong . . . http://ezinearticles.com/?21-Must-Have-Web-Site-Elements&id=66529 Your Web site should be the cornerstone of your client seduction efforts. The site is your silent salesperson -- the one with whom prospective clients visit before granting you permission to meet with them . . . http://ezinearticles.com/?Down-To-The-Wire&id=66526 When you want to win and woo new clients with national publicity -- and don't have an enormous budget to distribute your message -- turn to the news wires. But first, be sure you're telling a story that's worth printing . . . http://ezinearticles.com/?Provacative-Research-Works&id=66522 If you want to double your business, then you need to get inside your client's head through proprietary research and provocative results . . . http://www.rnews.com/Story_2004.cfm?ID=55920&rnews_story_type=18 Two Rochester executive and leadership developers say people and businesses can learn a lot about life and how to improve the workplace, from dogs . . . http://timesofindia.indiatimes.com/Its_a_Mad_Mad_World/Observe_dog_for_management_fundas/articleshow/2549419.cms Homework for management students: Go home and observe your dog. If you don’t have one, get one immediately. Instead of spending hours pouring over case studies you would do better to just look at dogs and learn from them . . . http://www.herrochester.com/apps/pbcs.dll/article?AID=/20071203/FUTURE/712030316 Sherri E. McArdle . . . http://www.rtironline.com/blog/RelationshipsPsychology/_archives/2008/1/1/3445776.html How’s your work life? Would you rather work for your boss— or for your favorite dog? Renowned leadership and executive consultants Sherri McArdle and Jim Ramerman have voiced what dog lovers have known for ages: we could all learn a lot from our furry friends. After all, dogs make themselves comfortable wherever they go, assess situations quickly and adapt to them with ease. Not only that, dogs don’t hold grudges, and they always get the job done . . . http://www.desmoinesregister.com/apps/pbcs.dll/article?AID=/20071105/BUSINESS/711050338 Let your business go to the dogs . . . http://www.thoughtleading.com/tlspeak/tlbooks_07_smcardle_jramerman.htm According to a recent Gallup poll, 70% of working professionals report feeling “actively disengaged” on the job. This translates into widespread senses of low self-worth and lack of meaningful accomplishment, and virtually no on-the-job contentment, happiness or joy . . . http://www.salesvantage.com/article/view.php?w=1272&The_Sales_Person_s_Kryptonite/ Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people have their own kryptonite called RFPs, the dreaded Request for Proposal. An RFP process doesn't have to be kryptonite. Superman has no choice but to fight this nemesis to survive. Sales people have choices . . . http://www.salesvantage.com/article/view.php?w=1268&Will_You_Pass_the_Flinch_Test_/ After a lengthy buying process, the time has come to submit pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your accomplishment, you present the proposal to the buyer. Skipping the sections about your company and your solution, she flips right to the pricing page . . . http://www.salesvantage.com/article/view.php?w=1261&When_the_Sale_Doesn_t_Happen/ In the 70's and 80's, there was a great television show called "Quincy." This show revolved around a coroner who investigated deaths. Jack Klugman, a.k.a. Dr. Quincy, performed an autopsy on what appeared to be a death by natural causes and realized that the actual cause of death was murder. Once that determination was made, the rest of the show was focused on finding the bad guys and identifying the motive, not necessarily in that order . . . http://www.salesvantage.com/article/view.php?w=1254&What_s_The_Plan_/ The other day I was working out in the gym when a guy asked me to spot him on the bench press. For those of you not familiar with the term "spot," it means to watch and assist the lifter if they need help. Of course, I agreed to do this . . . http://www.salesvantage.com/article/view.php?w=1251&The_Most_Underutilized_Strategic_Advantage/ You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead . . . http://www.salesvantage.com/article/view.php?w=1211&What_Every_Sales_Person_Could_Learn_From_the_Yankees/ This is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year . . . http://www.salesvantage.com/article/view.php?w=1205&Can_t_Sell_Today The following is a diatribe from a fallen sales hero . . . http://www.salesvantage.com/article/view.php?w=1204&The_Secret_to_Overcoming_the_Price_Objection/ Ok. This is false advertising. There is no secret to "overcoming" the price objection. The truth is that the price objection cannot be overcome. That is because it isn't intended to be overcome . . . http://www.salesvantage.com/article/view.php?w=1203&Successful_Selling_and_the_Theory_of_Relativity/ Albert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast is the car going? This question seems like the beginning of the joke of who is buried in Grant's tomb and you are expecting a punch line . . . http://www.salesvantage.com/article/view.php?w=1202&Migrating_from_Vendor_to_Partner/ So, it's been another round of price squeezing. Very painful! They want it cheaper and your company has tasked you with protecting margin. To make matters worse, the prospect called you one of the worst things possible . . . http://www.salesvantage.com/article/view.php?w=1200&Finding_The_Right_Sales_Talent_For_Your_Company/ SI recently had the opportunity to speak to a group of CEOs about their sales recruitment needs. To make a point, I mentioned to them that my friend, Willie McMoney, had heard that I was speaking to this group and asked that I mention he was looking for a new sales home . . . http://www.salesvantage.com/article/view.php?w=1198&12_Keys_to_Tuning_Up_Your_Sales_Force/ Many cars today tell the driver when it is time to perform maintenance. Even better, some tell the driver that maintenance is needed in 1,000 miles with updates along the way . . . http://www.salesvantage.com/article/view.php?w=1197&5_Keys_to_Ensuring_A_Spectacular_Sales_Training_Engagement/ You woke up this morning and decided that today is the day to get sales training for your team. But what is driving that decision? What makes you think you really need sales training . . . http://www.pegasusnews.com/news/2007/sep/26/new-book-celebrates-rise-latina-owned-businesses/ It’s a trend that is still going strong and is being celebrated in a book that was released this month titled Thriving Latina Entrepreneurs in America . . .