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Customers Don’t Know How To Buy – Or Do They?
A friend recently returned from the recent Sales 2.0 conference and told me of a complaint she heard several times from attendees: “Customers don’t know how to buy.” This, said by sellers blaming buyers for not behaving as sellers would prefer. Or not responding appropriately to seller’s selling patterns.

Lesson #1: Practice Management the HP Way
“It is important to remember that both Dave and I were products of the Great Depression,” said Hewlett. “We had observed its effects on all sides, and it could not help but influence our decisions on how a company should be run.”

5 Tips for Getting More Leads from Speaking
A lot of folks dream of being a sought after, highly paid speaker (some people wet themselves at the thought of it as well.) But, in this education based marketing environment we find ourselves in today, speaking for leads may be the best approach ever.

Sales Longevity - Free Webinar Available Here
I hosted a Webinar to introduce Objective Management Group's (OMG) newest innovation, The Sales Longevity Finding. In a nutshell, Sales Longevity is the likelihood of being able to retain a particular sales candidate through ramp-up, break-even, and 5X ROI. The attendees thought it was VERY cool! You can view the recorded Webinar here.

Trade Show Selling
Trade shows provide a unique but different type of opportunity to sell your products and services. Here are some tips to help you maximize your time and effectivness.

3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring Process
When I answered questions from the audience, the best one, in my opinion, was the most obvious. It went something like this: "If your recruiting process works so effectively, and your assessments are so predictive, and they save so much time and money and consistently identify top performers, then why don't more companies use them?"

5 Ways to Improve Communication in Meetings
As we all know, communciation in meetings can get out of hand. These easy tips can help your meeting to stay focused on what is important without the meeting getting sidetracked.

Speak Up! Get out there and find an audience for what you do.
One of the best business building tactics is to demonstrate your knowledge to a receptive audience. It pays to be able to speak well in public and of course it helps if you have a little charm as well.

Smarter Business Marketing: Stop Falling Into the Marketing 'Do Over' Trap
Many women entrepreneurs waste so much time reinventing their products and services instead of repurposing the great info they already have. With a few simple tweaks you can have a fresh, new way of offering your products or services, saving you a ton of time, energy and money compared to creating everything from scratch.

How's Your Elevator Speech
Your elevator speech describes who you are and what you do. Learn how to prepare a brilliant elevator speech.

TRADE SHOW FOLLOW-UP: HOW MUCH IS TOO MUCH?
Trade shows are great for meeting new prospects and lead generation. But the real value is in the follow-up. But how much is too much? Here are four tips to keep in mind when trying to turn all those business cards into cash.

The Invisible Close Sales Nugget - Maximize Your Speaking Opportunities - 3 Ways to Grow Your List!
Ali Brown says that the fortune is in the list. In that case, many speakers are blowing their chance at riches every time they present.

Telemarketing: When to Use it.
Telemarketing can be a powerful tool to generate and nurture leads, process orders, keep data current and improve the efficiency of all your sales and marketing activities.

Do people know what you do?
I was with a business contact of mine the other day and mentioned a project that we were working on for a client of ours. To my surprise he said to me, “I didn’t know you did that!”

2009 SHRM Annual Conference and Exposition Recap
It was rainy and damp, filled with good times and great learning experiences. The SHRM 2009 Annual Conference and Exposition drew over 6,000 Human Resource professionals from across the country to New Orleans, LA for 4 days of learning and fun.

Speak for Leads
Capture Leads Through Speaking Engagements

The Invisible Close Sales Nugget: How to Make a ‘Today Only’ Offer Without Pressuring Your Prospects
I recently had the opportunity to work with a brilliant man who owned a first-class cosmetic laser business. A majority of their clientele were affluent women seeking to non-surgically minimize the effects of aging. They offered everything from non-surgical facelifts to laser hair removal.

Can You Take a Baby Step?
It’s easy to be overwhelmed by the big picture or larger goal. Even breaking goals down into milestones and individual tasks can leave you feeling stuck. When you begin to feel that way, just think about taking baby steps.

Exhibiting at a Franchise or Trade Show
You can build your business by exhibiting at franchise and trade shows. Here are some suggestions when you decide to exhibit.

Do You Always Have Trouble Closing Sales?
Do you sometimes feel like you always have trouble closing? Are you looking for the 'magical' closing question that will close every piece of business. Forget it! Focus at the beginning and closing will just fade away.

How to make your trade show booth attractive for your targeted clients

How to make your trade show booth attractive for your targeted clientsTradeshows, seminars and conferences are focused on a specialised area of interest, theme or topic. These have become an integral part of business life cycle wherein various businesses get together on a platform to interact with prospective and existing audience on a personal level. It is also a stage facilitating comparison between products and services of businesses and can be a lucrative proposition for any company who has a strong product and appropriate marketing skills to promote it. The primary objective of participating in any trade show is to highlight your product or service in front of your target client so as to generate future sales and profits for your business.

Where do you look for answers?
In this day and age, the internet is a great place to look for answers for your burning questions.

Game Developer's Conference - Day 3
Lots of punch, lots of sizzle including Apple's iPad 2 intro.

Maximise your Impact at Trade Shows
Trade Shows can be a highly competitive business. You are exhibiting amongst hundreds of your competitors; and you are all offering similar products or services, all to the same group of people. This article gives you some simple advice on how to maximise your impact at a Trade Show.

$elling Strategies for NON Sales Professionals
My new book is for all professionals who must sell theier services but are reluctant to do so. Readers can self coach themselves to lose the Dread, Hate and Fear that they are experiencing.

Make your meetings more productive with these three simple steps.
Companies the world over lose millions of dollars every year through meetings that waste time and resources. Here are three simple steps you can take to make your meetings more productive.

Does Anyone Know Anything?

“Reports that say that something hasn't happened are always interesting to me, because as we know, there are known knowns; there are things we know we know. We also know there are known unknowns; that is to say we know there are some things we do not know. But there are also unknown unknowns -- the ones we don't know we don't know. And if one looks throughout the history of our country and other free countries, it is the latter category that tend to be the difficult ones.”

Entrepreneurs -Meetings – Make Them Effective And Profitable
Meetings – in business they are very important, but you can have too much of a good thing. Meetings are also time consuming and expensive and often take you and your staff away from more profitable activities. So how do you make meetings effective and profitable?

Creative Production is in the Cloud
NAB the center for video content production/distribution showed off two things this year. Content delivery is ready and content production isn't confined to specific centers but to specialty locations where people choose to live and in the cloud.

Q&A: What does excellent trade show signage look like?
Your exhibit and trade show booth graphic elements must powerfully reflect who you are and draw visitors to your booth in the midst of a loud, crowded exhibit hall filled with distractions and competitors.

How To Wear Your Sales Message
At a recent conference session I spoke at, an exhibitor came up to me after my presentation and asked a great question: “How can I start a sales conversation with people without being obnoxious?”.

Managers Build Trust And Respect By Letting Go
You are the manager. You are the big boss. You have more stripes than the others do. That means, as the big boss when you attend meetings and other attendees are less senior, you maybe restricting the thinking, the talking, the debate. Why?

Participating in an Overseas Trade Show

If you’ve ever organized participation in a trade show in the U.S., you know how much work it is! Selecting the right show, getting all the paperwork in on time, remembering to make hotel and travel reservations for everyone attending, deciding what your booth should look like….the tasks are seemingly endless! And doing a show overseas is that much more complicated, but the rewards can be great. Take a look at a few things which can help you prepare for an overseas show……..

Sure Fire Ways To Drive Customers Away!
Stop driving away your customer or members and learn important truths about "relationships".

Why Do Referral Efforts Fail?
I’ll assume that you are likable, have integrity, and know your stuff. Over my years of working as a professional and working with professionals, I’ve identified four CRITICAL keys to referral success. Most professionals fall short in one or more of these areas.

Run Effective Meetings Save Time Money
The way you are running your meetings could be costing you unnecessary expense. Consider this: when making small changes, consider the multiplication factor. 5 minutes shaved off of weekly meetings of 10 people earning $30 per hour would amount to a savings of $6,259 a year. The following tips will help you think through ways to modify the meetings you are holding.

How Not To Network
Networking is all about meeting people and making conversation, but there’s much more to it than that, or there could be, if you do it right. This article will prevent you from making networking mistakes by explaining how not to network.

Using New Event Marketing to Promote Your Small Business

Organizing an educational event such as a seminar or conference is a great way to get out of the office and network with prospective clients and promote your small business within your community. However, a traditional event marketing format presents some challenges to small business owners, including the costs of putting on an event, creating buzz ("Not another breakfast speaker series"), being able to offer attendees value, etc. So how can your small business take advantage of the benefits of educational event marketing while minimizing some of the risks and pressures associated with putting on a successful seminar or conference?

Does Changing Compensation Increase Sales?
A conference attendee asked how she could change the compensation for her highly paid, salaried producers, in order to provide the incentive to sell more. Read this article to learn the answer to this question.

Tales of a StomperNet and Jeff Johnson “Student”
I’ve spent some significant time this last week studying material on SEO from StomperNet and Jeff Johnson. Brilliant guys, with very different styles. Now, let me share with you some quick thoughts about my experience going through what both of them offered.

10 top tips to reduce your Carbon footprint when selling
Most salespeople never give it a second thought when it comes to thinking about reducing their own carbon footprint during their sales role, so here are my top tips on how to help save the planet and still make the sale

Making the Most of Networking Events
Many people attend networking events, but they don't necessarily make the most of them. This article shows you how to make every networking event a success.

How Can I Find Clients and Prospects Use An Effective List
When you introduce yourself to a new market, the most important tool at your disposal is a list of your prospects. Without that list, there’s very little you can do. But where do these lists come from?

Making Meetings Matter
How to make meeting matter more.

Only one way to go from here
A story from STORIES OF SHIFT: How to Deal with Difficult Situations and Change Them to Positive Opportunities

How to Increase Your Productivity and Profit From Your Image

I attended a business women's event last week and was amazed at how many of the attendees presented themselves. This was a business event and the way in which many of them dressed you would have thought they were going to a local football game! I met a 'coach' who raved about how successful she was and what she does for her clients. This person was at least 10kgs overweight, her chest was exposed and her clothes were very inappropriate for a business environment. If you were looking for a coach, would you consider investing in her services? She obviously had her own issues to deal with. What she said didn't match how she looked. In contrast there was the mortgage broker who was dressed extremely well in a tailored suit, who obviously took pride in her appearance and looked confident and competent.

Buyers Remorse Story With "Rolls Royce" Ending
My job is to provide you with the finest service and value that I can for the money you are investing in me. The question is not "Why is my price higher?" The REAL question is if you pay less then, "What are you willing to give up?"

Meeting Reality Checker
Have you been in meeting hell lately? Meetings really can be the best use of time if handled wisely. What is that exactly? The do's and don'ts of holding and attending meetings.

Networking for Introverts

Networking is always a popular career topic, and the reason is simple: the people you know and those who know you will have an enormous influence on your personal and career success. If you're an introvert and the very thought of networking makes you want to dive for the nearest rabbit hole, that statement may provoke panic. But keep breathing, because networking doesn't have to be painful -- not even for introverts.

Press Release Success Criteria - Is it Newsworthy?
You have decided you need to distribute a Press Release to the local newspapers about your upcoming lecture at the neighborhood library. You also think that the listeners at local radio station FM 99.9 would be perfect attendees at this event.

Ten More Compelling Reasons To Hire An Executive Coach

All of today’s true business leaders have either created change, or proactively adapted to change happening around them and their organizations. In today's fast-paced business world, executives often feel the loneliness at the top of their company. What is most important for those executives to recognize is that he or she doest not have to go it alone. In fact, more executives are turning to coaches for outside advice and help. Recently I was preparing for an executive coaching presentation to a group of business owners and senior management staff members. I had been asked to make sure I had a list of ten compelling reasons for executive coaching to pass along to the attendees. Here are the ten compelling reasons that I recalled for hiring an executive coach.

The importance of networking

This morning at 7.30am the Kenya ICT Board (www.ict.go.ke) held an open forum for the Kenya BPO & Contact Centre Society an umbrella organisation for all things outsourcing. I was to make a short presentation on some of the work we are doing on their portal, but I arrived a few minutes late so I wasn't slotted in, even though I was disappointed having worked on the powerpoint the previous night I opted to stay and hear what was to be said.

How To Write Better AdCopy
Right now, you’re probably thinking, “Now he’s gonna tell us to read all the books we can find on copywriting.” Wrong, paperback-breathe! -- The first thing I’m gonna tell you is -- after you’ve read all those copywriting books for general knowledge; like learning english composition, grammar and syntax -- throw away those books and ...

TIDE Series-Taking Shape
This week we've spent time working ont he next TIDE Innovation Series event which is slated for October 11th and will feature with the Chief Operating Officer of Nakumatt Holdings. When I look back at how TIDE came about and what it's becoming I can't help but be amazed, like a small seed that grows into a giant tree this event is beginning to take shape.

Networking for Fun & Profit

Networking events can work for both business-to-consumer (B-to-C) and business-to-business (B-to-B) companies. Some of these events have a theme; such as industry (hospitality firms), descriptive (marketing firms), or location (businesses on the west side of town). Your local business press should print the networking groups in your area along with the day, time and location of their meetings. Many networking groups are local, while others are national lead exchange groups such as Le Tip and BNI.

A guide to running and attending meetings
Meetings are one of the most important things you can do when in business. Unfortunately all too often they can also be one of the least important things. A lot depends on how well they are organised, run and prepared for. This article aims to give some ideas and suggestions which should make time spent in meetings more productive and time spent away from them more plentiful

Of Hope and Change
Leaders everywhere would do well to watch the inauguration through the eyes of change management. The reactions exhibited by attendees and pundits alike parallel those of the people affected by change in your organization.

Want Greater ROI From Your Meetings? Six Questions That Will Make The Difference
Six questions to ask yourself before you call a meeting so that you maximize the time invested by attendees and generate the results you want from the event. Make you meetings more satisfying, productive and shorter!

Hidden Opportunities for Bestselling Authors
We live in a try before you buy society. By hosting a one or two hour complimentary workshop you are giving your attendees a taste of what you have to offer. When you do a stellar job presenting your information, you will likely be able to introduce your paid programs.

Ideal Customers - What do they look like?
It's such an easy question to ask: "Who's your ideal customer?" And it can be so challenging to answer! After a presentation I gave one night, one of the attendees approached me to say she had two ideal niches she loves to work in and yet because she wants both, she's struggling to reach either one. I'm not surprised.

Exhibiting Magic
In the wonderful world of exhibiting donâ€™t you yearn for that magic wand to give a quick magical fix to your tradeshow trials and tribulations. Wouldnâ€™t it be nice to have attendees motivated to flock to our booths because they wanted to and not because they had to?

Charismatic Meetings
How many meetings have you attended in the last year? How many of those stand out in your mind? Why bother to hold a meeting if you are not prepared to ensure it has a lasting impact on the attendees. As the UK's Leading Expert in Charisma I decided to share my own blueprint for holding Charismatic meetings - that means meetings that captivate the hearts and minds of attendees!

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