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STAYING TOP OF MIND WITHOUT BEING A PAIN IN THE NECK
By John Doerr “And if you can't be with the one you love, honey, love the one you're with, love the one you're with, love the one you're with, love the one you're with.…” - Stephen Stills Why does it seem that our clients (and prospects) too often take the advice of seventies rock stars when selecting their professional services providers? Perhaps the following story will shed some light.

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Selling Tips Dealing With Difficult Prospects
A couple years ago during Small Business Week I met Bill Brooks and learned about The Brooks Group. Bill is another one of those people who I "listen to" - and more importantly "HEAR" when he speaks. In the October IMPACT Sales Bulletin from The Brooks Group, Bill authored an article which discusses "difficult prospects" and the reasons they give you such a hard time. I found the article to be "right on target" and wanted you to have the benefit of this insightful article that follows below:
Why Are You Waiting to Ask For Referrals
In December, 2004 I was referred to Bill Cates by The Brooks Group. Bill Cates is the author of 2 best selling books: "Unlimited Referrals" and "Get More Referrals Now!" Bill is President of Referral Coach International and is the nation's foremost expert on how to enhance customer loyalty and increase sales through high quality referrals and word-of-mouth.

Fred Smith Has Lift-Off: The Beginnings of Federal Express
“By the early '70s when I'd gotten out of the service it was very clear that this new society was coming in earnest,” recalls Smith. “And so, at that point I said, ‘What the hell, let's try to put it together.’” After leaving the U.S. Marine Corps, Smith purchased a controlling interest in Ark Aviation Sales, a company that focused on aircraft maintenance. This was the first step towards realizing his goal of what would soon become Federal Express.

Bill Melinda Gates
In 2005, Bill & Melinda Gates were named TIME magazine’s Persons of the Year. While it is often said that behind every great man is a great woman, Bill & Melinda Gates appear to act more by way of a genuine partnership. They may have more power and wealth than most people the world over, but Bill & Melinda Gates are now working together to address that global inequality.

Chris Gardner Story
When you first hear the Chris Gardner story, you might think you were hearing the storyline of a Hollywood movie. In fact, the Chris Gardner story was so real that it was turned into a movie, the recently released “The Pursuit of Happyness” starring Will Smith and his real-life son Jaden Smith. But, before becoming the subject of a major motion picture, the Chris Gardner story was one of uncertainty and insecurity.

Government Releases Proposed Laws and Plan for National Employment Standards
This week (11 February 2008) the government released the Bill containing its proposed amendments to the Workplace Relations Act. If the Bill passes into law it will usher in the transition to a new system of industrial relations and workplace law. The Bill contains matters that had been foreshadowed in pre-election statements and announcements by the new government since it came to power last year.
Business-like Billing
Learning how to bill professionally is just as important as knowing how much to bill.
Put on Your Helmet - 3 Tips for Selling in this Economy
What a great interview I had with Bill Murray, Founder and CEO of Winning Incorporated, Friday on my Meet the Sales Experts Radio Show! He was awesome. Here are some of the highlights from my conversation with Bill:
US Postal Service, “Do Not Return to Sender” it!
This article is a salute to visionary ultra entrepreneurs such as Sir Richard Branson of Virgin Group, Fredrick Smith of FedEx, and Bill Hewlett and David Packard founders of HP Corporation. It is also dedicated to the hard working 727,000 employees and Management of US Post Office who have made formidable progress. Hope, still remains that a revolutionary entrepreneurship solution will prevent lay off of these employees.

New Penn State Coach - Just Like Dysfunctional Sales Management
Officials at Penn State will introduce Bill O'Brien as their first new head football coach in nearly 50 years. He will be responsible for rebuilding the football program and through that, the image of the school. That will be one difficult job and it begins immediately. Today, Bill O'Brien is still the offensive coordinator of the New England Patriots. Because the Patriots are the #1 seed in the playoffs, Bill O'Brien has another challenging job - preparing and helping the Patriots offense, led by future Hall of Fame Quarterback Tom Brady, to compensate for their own pathetic defense, as they attempt to advance to another Super Bowl championship. Bill O'Brien. One coach - two full time jobs. Both teams need his immediate, undivided attention and won't get all that they need.
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