Monthly articles

Is Your Value Proposition Strong Enough?
By Jill Konrath
A few weeks ago, I sent out a newsletter announcing my new Web site "Selling to Big Companies." The next day I received an e-mail from a subscriber that said, "You did a good piece of selling in the e-mail. I read all the way to the bottom, and I had NO intention of doing so when I glanced at it. You must know your stuff!"...Read Article

The Media is Not the Message
By Roy H. Williams
"I'm in the furniture business. Which media should I use?" "I'd like to target people who are afraid of the dentist. Can you recommend a good mailing list company?" "My uncle uses television ads to attract new customers and they work really well for him. Television ads have made him rich. What's your opinion of TV?" "No one in my town listens to the radio anymore. Everyone has satellite or an iPod." "I tried advertising. It doesn't work for my kind of business."

People say things like this and expect me to have an intelligent response. What usually happens is that I stand there, dull-eyed, with my mouth hanging open. These are not my favorite moments. When my brain finally recovers and I tell them the truth they need to hear, they act as though I've sidestepped their question.

Here's the truth they needed to hear. Maybe you need to hear it, too:...Read Article

How to Reduce Procrastination
By Barbara Bartlein
Procrastination is on the rise and affects more men than women (about 54 out of 100 chronic procrastinators are men), according to Piers Steel, a Canadian industrial psychologist. And why not procrastinate? There are so many temptations that make it easy; Internet, TV, cell phones, Blackberries, iPods, and games. In fact, wasting time is little more than a mouse click away for most of us. “That stupid game Minesweeper—that probably has cost billions of dollars for the whole society,” says Steel....Read Article

The 80/20 Rule
By Heather Colquhoun
The 80/20 rule says that approximately 80% of the results come from 20% of the input. It has been said that 80% of fat comes from 20% of your food, 80% of profit comes from 20% of a company's clients and 80% of your quality output comes from 20% of your activities. This fraction is applied in many situations.

The point of focusing on the 80/20 rule is to call attention to the things that produce the best results. It is not about doing more things; it is about doing more of the right things....Read Article

How to Build Trust and Rapport Quickly
By John Boe
If you're working hard, but aren't consistently generating enough sales or referrals, chances are it's a matter of trust. One of the most critically important and yet frequently overlooked aspects of selling is creating a solid foundation of trust and rapport....Read Article

The Curse of Being Over-Qualified
By Barb Smith
From the early days in the classroom, and throughout our adult life, learning new skills and improving our education has been seen as the road to career success. “You can never learn too much,” we’ve been told. Yet, it is not uncommon for a job seeker to be told they are over-qualified....Read Article

The Company Welcome Mat...
How to Keep Customers Knocking on Your Door
By Nancy Friedman
"What is the biggest and most costly customer service mistake in business today?" Our answer is simple: "We’re just not friendly enough."

Customers should be treated as welcome guests when they call an organization. Instead, they’re often treated like an interruption or, even worse, an annoyance. More than 90 percent of all customer service includes a telephone call even though customer service mistakes happen anytime and in many ways....Read Article

Athletes Train: Why Don't You?
By Susan A. Friedmann
There’s nothing like watching an athlete at the top of their game. The sprinter racing to the finish line or the star center sinking the game winning shot depict excellence. They make it look absolutely effortless, as if it was the most natural thing in the world for them to perform so well....Read Article

Estate Sales & Staging
By Catherine Brown
Without a doubt, one of the most stressful and emotional times of our lives is when a parent or loved one dies. Add to that the work of sorting through a lifetime of possessions, preparing the home for sale, and coordinating the multitude of tasks with grown siblings…and you could have a recipe for disaster on your hands....Read Article

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