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Ira Koretsky
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Duane Bailey
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Tuesday, January 20, 2015

Selling Beyond Price

Written by Duane Bailey
It's easy to sell on price, particularly when yours is the lowest. What happens, though, when your price isn't the lowest? One of my go-to sales training exercises is to ask a group of experienced salespeople to imagine a world where there is no difference between their price and those of their competitors. If price is no longer a differentiator, how would they position their products and services? What would possibly compel someone to buy from them? This forces them to take a deeper, more introspective look at their selling approach. The best salespeople sometimes default to selling at a…
Imagine you arrive at a lunchtime networking event. It takes place in a hotel conference room, comfortably sitting 150 people. As you enter through the main doors, you briefly stop to survey the room. “Where do I sit?” you ask yourself. If you are like many people, you follow human nature and seek out comfort and safety. This means you seek out people you know—friends, colleagues, perhaps someone you met before. No longer... To be successful at business networking, you should be stretching your comfort and safety zones. At your next event, only sit with strangers.
Tuesday, January 13, 2015

Are Best Practices Holding You Back?

Written by Duane Bailey
I like to try new ideas. I like taking risks. And I embrace change. It's how people and organizations grow. Old ideas (i.e., "what's worked before," "what others have done," "the way we've always done it," etc.) are all too often packaged as "best practices" by leaders who are risk averse and resistant to change. When someone tells me the reason for not trying something new or taking a risk is "best practices," my first instinct is to call them out on it. I'll ask them to show me their best practices or I'll go online and search for my…
Monday, January 12, 2015

Keep Your Emails to Fewer than 100 Words

Written by Ira Koretsky
In today's go-go-go world, people want and demand information to be on point. Once you get the reader's attention, you can offer more details. We suggest writing all of your emails smart phone-friendly. These types of emails are fewer than 100 words and take 15 to 30 seconds to read. Need to send a lengthy email? Break it into two parts. The first part should be the short version, summarizing your key points. The second part offers the details and goes below your signature line
Tuesday, January 06, 2015

Top 10 Sales Resolutions for the New Year

Written by Duane Bailey
The New Year is a great time to look ahead and think about the things you're going to do differently in the year ahead, especially if you're a sales professional. Change is a constant in sales – the result of evolving market conditions, increasing competition and sales quotas with year-over-year growth targets. You can embrace this change with these ten sales resolutions:   1. Spend four more hours in front of your customers each week   2. Learn one new fact about your industry each week   3. Establish yourself as an industry expert on one social media channel   4. Give your prospects…
One of the most common questions/statements we receive about storytelling is "I just don't know where to begin." Choosing the right story, turning it into an engaging experience, and practicing to be a great storyteller of course takes time. What really doesn't take much time and very little preparation, is telling a “Today Story.” It is an experience that happened to you the day of your presentation, before you begin. Share your experiences:- Airplane ride- Conversation you had with someone previously (at the opening event night before is also a good source),- Taxi cab ride from the airport with the…
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