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Lesson #3: Experiment and Innovate
“I am in the prime of senility,” Franklin once said. Known for his often seemingly eccentric musings and scientific experiments, Franklin was never one to shelve his ideas or shun his research in the face of public ridicule. He was one of the most forward thinkers of his time and made a name for himself by not only embracing change, but also by directing the change itself.

Lesson #5: Do Not Trade In Just Because the Chips are Low
“You’ve got to start with your gut, with something you are really passionate about, for a good reason,” says Schwab. “You won’t get there by sitting in a closet and thinking, ‘Boy I know the world must want this.’”

The Knives Your Sales People Should Have
In December, I wrote a post titled Give Your Sales People All The Knives. While I let you draw whatever conclusions you wanted from the post, I thought I’d follow through and give you a little more detail about what I meant by the statement.

Do Salespeople Have to Give up Control to Their Prospects?

I just read Why Won't Anyone Return My !*#@$% Call by Don Fornes over at Software Advice. Don's read of the current selling environment, specifically cold-calling, entry point into the sales process, and the table stakes just to play are dead-on. Most of his conclusions are good as well. I disagree with his article when he implies that we should be resigned to the fact that there isn't much to be done except building trust until the prospect is ready to engage.

10 Tips for Hiring Salespeople for Your Company
This is a perfect time to be hiring - the economy is quickly turning around - heading into an upswing - and you must have excellent salespeople to find opportunities and get them closed by outselling your competitors.

Dealing With Different Personality Types: What M&Ms Teach You About Life
At any given moment, our brains are being exposed to millions of bits of sensory information. What makes this interesting is that each of us filters out different sensors, so we each are experiencing a different “reality,” often without realizing that this reality is unique to us.

Navigating the World of Differing Opinions For Real-World Success
What you perceive is what you experience as real. Differing perceptions are at the bottom of so many unending arguments about who is right and who is wrong, serving no purpose other than to create conflict and push people apart. Real success in life comes from the ability to understand differing perceptions.

Discipline And Its Threats On the Net
This Article tries to show and explain that discipline is vital for the establishing and operating of a successful online business, the threats, how to develop the right discipline and how to follow it.

Sales Assessment Comparison - Objective Management Group vs. Devine

It's not often that we get to compare the assessment results of an individual that took our assessment and another. Why? Because most companies don't use multiple assessments that report on similar findings. Notice that I said "report on" and not "look at". While other assessments report on findings similar to ours, they don't look at or measure the same information to draw their conclusions. That's why the reports I received today make for such an enjoyable comparison.

3 Critical Franchisee Skills
Whether you are a franchiser attempting to find the candidates that will be both profitable and a brand asset or you are a franchisee attempting to create a thriving new enterprise, without these 3 components you will be challenged every day in your business.

The Future of Business Intelligence: Did Gartner Get It Right?
On Friday's segment "Beyond Business Intelligence Technology: The Importance of Domain Expertise" I will be welcoming Oco's CEO William (Bill) Copacino who has authored 3 books and more than 150 articles on supply chain management, to discuss the transformational changes that are redefining our understanding of Business Intelligence.

Develop a 'Decided Heart' for Business and Personal Success
Every Monday is a new beginning if we choose to have a "decided heart." Are you eliminating all excuses for NOT taking action? Are you accomplishing things rather than "keeping busy"?

Derailing Your Train of Thought
However, contrary to a lot of people's belief, changes on the outside seldom create genuine change on the inside. That's why you can't buy your way to happiness, or eat your way, or pleasure your way, or even work your way there. Your midlife transition invites you to do the inside work first and, amazingly, the outside has a way of catching up with it.

Psychological Aspects of Closing the Sale
Do you or your staff have issues when it comes to closing sales and asking for commitment? This article will explain some of the primary reasons why this happens enabling you to develop a strategy to overcome this challenge!

Do You Wake Up Happy or Anxious?
Do you wake up anxious every morning? Discover what might be causing your anxiety and what to do about it!

Beliefs: The Software of the Mind
The mind is the most powerful bio computer known to man. The software we run on it determines everything. Our beliefs and belief systems run like programs of the mind. Preventing us from accomplishing what we want or propelling us to new heights of achievement. Change your mental software when you change your beliefs. Learn how in beliefs the software of the mind.

How To Write For Search Engines
SEO (Search Engine Optimization) writing, as a distinct style, was born in the Internet era and has matured before our very eyes in a relatively short span of time.

Do's and Don'ts of Reference Checks
Checklist of what you should and shouldn't do when it comes to providing references.

Turn Your Opinion Into New Biz: How to Get Your Op-Ed Published

In business, companies are constantly looking for new ways to stand out over their competition, but don't always know how to. Most turn to marketing and advertising tactics, but the truth is, publicity could be even more effective. Publicity can come in many forms, but writing and getting an op-ed published gives businesses the opportunity to share their opinion, bring awareness to an issue or comment on a controversial topic, all while getting their name published and read by the masses. The editorial page is considered the most prestigious real estate in the newspaper, but how can you appear there?

Marketing on a Shoestring
One of the challenges of starting a new business or operating a small business is the ‘on a shoestring’ budget dilemma. So how do you effectively represent your brand, gain new customers and grow your business with little or no money for marketing? Keep reading!

Ad battling in a crisis
It's a financial crisis, and it's tempting to sacrifice ads when you don't have the cash. Here's a few pointers on how you can get the most for your money.

Should I include Personal Interests and Hobbies in my Resume
The short answer is no.

Should I include a Photograph in my Resume?
Unless you are applying for jobs where a certain type of physical appearance is necessary to do the job such as modelling or acting or being an extra in a TV commercial or where employers specifically request a photograph, I do not recommend including them in your resume.

“Empathy? I hate that touchy feely stuff”
Study after study has shown that KEY to solid relationships, selling, leading and parenting is empathy. Indeed, empathy is the prime characteristic of great salespeople.

Re-Organizational Chart

Most small businesses start with a good idea, an individual with a skill set who turns the idea into a revenue producing business, some investors or personal savings, and patience and perseverance. The founding father or mother wore many hats at the beginning and over time handed these hats to individuals who were hired to help as the business grew. Sometimes growth came so quickly that there was a rush to judgement as to how many and who to hire as well as their areas of responsibility. This was a good problem to have because sales were increasing and the dream of growth was coming true.

Are Customer Satisfaction Surveys a Waste of Money

Customer satisfaction surveys are definitely in! Regardless of where you go or what you buy, the chances are that you will be asked to fill in a form to indicate your level of satisfaction with the product or service. Hotels, restaurants, fast food outlets, car rental companies and motor dealerships are all on the bandwagon. And we customers should be pleased that our suppliers are taking such a laudable interest in our welfare. With all this focus on customers, one would expect to observe a huge outbreak of brilliant customer service and awesome products in the marketplace. Sadly, this isn’t the case. My Mercedes dealership is still the same ineffectual, unreliable, unresponsive clod he was three years ago. All the surveys and irritating telephone calls have not made one iota of difference. So what is the problem?

Sales Managers don't need Training, do they? - Increasing Sales Effectiveness Opportunity 3
After proving themselves as great sales people, most sales managers are promoted with several attaboys & warm wishes, but without any training on their vital new role. This article uses 2 surveys to prove that the majority of Sales Managers absolutely need training on their Management Role.

When Salespeople Perform Poorly on OMG's Sales Assessment
When a top producer doesn't assess well on Objective Management Group's Sales Assessment, how can it be explained? These are some of the possible explanations. Read More...

Increased Sales Effectiveness: Opportunity #1
This article uses a Survey of about 3,000 sales people to draw a concusion about a large opportunity for increased sales effectiveness that exists in most sales forces.

Incentives and Rewards
There are two phrases that always make my heart sink. The first of these is "appraisal system". And the second is "incentives plan," "bonus structure", call it what you will. Needless to say, these two subjects are closely related cousins. Underpinning both is the "carrot and stick" approach to motivation; a school of inspiration which has its origins in the management of donkeys.

The Sales Manager's Coaching Model at Work
Follow these four steps to help your sales people and colleagues increase their performance.

Flawed investigation leads to monetary compensation for former employee
In a recent unfair dismissal case brought before the AIRC, the AIRC found that while an employee's conduct warranted dismissal, the dismissal was nevertheless harsh, unjust and unreasonable because of the procedural fairness failures by the Company.

Strategies to Recession Proof Your Business
Every small business needs to take a hard look at the status of their business now to make sure it can withstand an economic downturn. The secret is to have your Plan address spots where you may be vulnerable. Prevention definitely beats fixing things after they become difficult to turn around.

Click-Triggers, Content and Appealing to Emotional Impulse
Emotional triggers are the source of conversion, there is a person behind each computer monitor and mouse (aside from spiders, bots and scripts) which essentially perform three mental decisions when introduced to an ad, link or search result (1) Evaluate and Assess the Value (2) Act on the Proposed Impulse and Click it or (3) Ignore the Stimuli and Move Along.

HARNESING THE POWER OF DIFFERENCE
In the work situation where people are together for long hours under pressure, the ways in which we differ need to be understood and managed if sound working relationships are to be maintained

Blog Less, Earn More
Should you be blogging? Most seem to think yes, but some say no. See the pros of not blogging.

Drawing the Wrong Conclusions
It is often said that numbers don’t lie. While the numbers in your financial statements are correct, the conclusions you draw from them may be wrong. This misinterpretation can cause significant revenue loss in your company.

Lessons to learn from the book Good to Great
While the companies in the book Good to Great are large publicly owned corporations I believe that many of its lessons can be applied to small, privately owned businesses. I regularly recommend it as essential reading to our clients, who are all small business entrepreneurs. Here are some of the lessons to be learnt from Good to Great.

Women Are More Savvy than "The Rest" Want to Admit

Think about it. Women dominate the web (almost) everywhere except at LinkedIn. According to "them" it's because women don't get it. You tell our wife...we won't. Look around the web though and women lead, control, manage. They're also the people the LinkedIn folks want to connect with and yet the site's management looks down their nose at the stronger half of the species. We're betting females probably have more or better things to do. Here's why...

Supplemental Material Double Marginalization and the Point of Ideal Price Viability

I have received a number of e-mails regarding my August 10th posting (Double Marginalization and the Point of Ideal Price Viability) requesting clarification of my theory. In line with the old saying that a “picture is worth a thousand words,” the following graph will hopefully illustrate the basis for my conclusions. (NOTE: due to space limitations I am not able to incorporate the actual graph into this posting. To obtain a copy of the graph send me an e-mail at jhansen@procureinsights.com with “Graph” in the subject line.)

Dangerous Supply Chain Myths (Part 4)
Segment 4 – Internal & External Collaboration: A Desire versus Skill! Internal & External Collaboration In order to extract the significant gains that collaboration can bring, companies will need to enable best-practice multi-lateral collaboration between supply partners, achieve integrated product development, and employ “customer of choice” positioning.

"Blink" by Malcolm Gladwell
A good psychology paper. Rating: 4/5

Leaders and the four fatal fears
Read about the common fears that get in the way of leadership along with suggestions to overcome these fears.

Thought Conformity
People pass off others' thinking as their own. They parrot others' issues without personal analysis. And they embrace others' perspectives as if it was their original thought. But these repackaged perspectives hamper innovation, personal growth, and business results.

StorySelling: How to get past your Buyer’s defensive wall and create a need
Review the following two StorySelling examples and decide for yourself if you feel that StorySelling could help your Sales Team sell more?

2.2.1 Training provision, outputs and impacts: Contributory factors
There are a number of additional factors that have further compounded the pervasive concerns about lack of impact and re-orientation. In particular, there is considerable confusion about what exactly "training to overcome economic vulnerability" actually refers to and the availability of hard evidence on training provision, outputs and impacts continues to be 'lamentable' (CINTERFOR, 1998).

Recommendations for future research - Factors Impeding the Poverty Reduction Capacity of Micro-credit: Some Field Observations from Malawi and Ethiopia
In light of the conclusions drawn above, there is a need for further policy and action oriented research and in-depth investigation. First and foremost, there is a need for extensive empirical evidence to verify and ascertain the capabilities of micro-credit in reducing the depth and scope of poverty.

Abstract - Factors Impeding the Poverty Reduction Capacity of Micro-credit: Some Field Observations from Malawi and Ethiopia

In most African countries women tend to account for an average 51% of the population, and make up about 65% of the rural labour force. Thus, many rural based micro-finance programmes have attempted to address the women specific need for micro-credit. This paper analyses the effectiveness of micro-credit as a means to reducing poverty, with particular focus on women, and demonstrates, through the critical analysis of some country-specific examples, that the use and supply of micro-credit does not always lead to a sustainable impact on household or female poverty reduction. Analysis of findings are done based on field data, interviews, and observations from Malawi and Ethiopia.

Does It Make Sense for UNDP to Help Launch Small and New Organizations?
The most fundamental question that this evaluation addresses is the validity of UNDP's decision to build a program focused on supporting small MFIs.

4.3 Conclusion: Economic Report on Africa 2007
The following conclusions summarize the results of Africa’s export diversification efforts and results:

6.4 Limitations of participatory skill development
There is simply too little information in the public domain to be able to draw meaningful conclusions about the outputs and impacts of this new approach to skill development among the poor. However, the following concerns are frequently mentioned.

BOOK REVIEW: A Leader’s Legacy (By James M. Kouzes & Barry Z. Posner, Jossey-Bass, 2006, ISBN #978-0-7879-8296-6)
As a leader, would you say one of your goals is to leave a legacy? If so, this book speaks to you. Two very well known and respected experts on leadership offer up their own legacy, sharing some conclusions that comes from their research, consulting and writing on the subject for over several decades.

Feeling Stuck? Read This…
Big successes often seem like foregone conclusions. In reality, most entrepreneurs (read: creators) who appear to have unique genius suffer through the same frustration as the masses of unknowns. They simply test and persist a few steps further.

Sales Effectiveness - IDC and CEB Draw Conflicting Conclusions
Two studies, two different conclusions about sales effectiveness. What gives?

Home staging competition may not be tough as you think
The Staging Diva, Debra Gould advises aspiring home stagers to not jump to conclusions when doing market research and discourage themselves from moving forward.

2012 Revenue – Making It Happen vs. Hoping It Happens
The folks from CSO Insights did a webinar by this title recently. Here are some of their conclusions: Sales quotas keep going up – and faster than ever. We cannot count on an improving economy to save us Product advantages are no longer adequate

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