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Increasing Sales – A Manager's Dilemma
How do you motivate sales people who don't seem to want to be motivated? In this article you will learn what works better than either the carrot or the stick. Includes a sidebar that offers secrets to motivating sales people.

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TOP 10 LEAD GENERATION MISTAKES MADE BY PROFESSIONAL SERVICES
By John Doerr Williamson: [handing Roma lead cards] I'm giving you three leads... Ricky Roma: Three? No, I count two. Williamson: There's three leads there… Ricky Roma: I'm waiting for the new leads. - Glengarry Glenn Ross, David Mamet 1992 Leads, leads, leads. It seems it is all about leads once the referrals and the circle of family and friends aren’t enough to keep our firms growing. Yet, when it comes to generating leads, most professional services firms get it all wrong in ten very common ways.

Beating the Blame Game
Whom do we blame when we fail? The short answer is "everyone but ourselves." Extensive research in psychology (Jones & Harris 1967, Ross 1977) has shown that when we fail, we tend to attribute the cause of our failure to reasons outside of ourselves: The market was weak. The inputs were poor. The weather was bad.

Experts Provide Sales Management Help for 2009
A number of experts including, Jill Konrath, Leslie Buterin, Joanne Black, Andy Miller, Danita Bye, Glen Ebersole, Bill Guertin, Alan Rigg, Gregory Stebbins, Jonathan Farrington, and I helped Lee Salz complete his article, Sales Management Speaks Out on Sales Focus Strategy.

Why Don't "They" See Things the Way I Do? How Perceptual Style Theory Helps Us Understand Social Differences
What accounts for the extreme differences in the way that different people view the same things? According to Lynda-Ross Vega and Gary Jordan, PhD., it’s the 6 different Perceptual Styles innate to different human beings that determine the ways we see the world and what our values are.
Straightening Ties
As employers compete to hire information technology (IT) professionals in this sellers' market, many are seeking help to develop and implement strategies for staffing their organizations that are more productive and cost-effective and less aggravating. by Kenneth R. Cohen and Ross Reinhold September 2000 - Healthcare Informatics

Elizabeth Griscom Ross Ashburn Claypoole aka Betsy Ross
In celebration of Independence Day, July 4 2009, Mazon Associates, Inc. featured Betsy Ross as its Entrepreneur of the Month in the July 2009 issue of Building Bridges.
Did someone ruin Foursquare for me yesterday?
I was at lunch at Japango with some of my Foundry Group gang yesterday. When I went to my house in Alaska last July, I took a Mac with me but left my PC at home. Ross bet me $100 that before the month was out I’d beg him to fedex my PC to me. He lost and I decided to use my winnings to take whoever was around yesterday out to lunch.
Elizabeth Kubler Ross's Change Curve 5 Stage Model
The Change Curve was devised by Elizabeth Kubler Ross, a Swiss psychiatrist who worked extensively with the bereaved and dying and was a key founder in the hospice movement. She noticed a pattern of reaction to news of impending death, which went through the stages of denial, anger, bargaining, depression and finally acceptance.
Teamwork and Psychology: Insights from 30+ Years of Business Coaching
No matter what it is or what it does, people are what make your business tick. Over the last 30+ years, Gary Jordan and Lynda-Ross Vega have applied the Perceptual Styles Theory to optimizing businesses and teams, with far-reaching results. In this article, Jordan shares penetrating insights from 30+ years in the field.
Live Your Talents, Love Your Work
“Choose a job you love and you’ll never have to work a day in your life.” Most of us are familiar with this quote from Confucius, but what does it mean? To veteran business coach Lynda-Ross Vega, a job you love means one that’s supported by your natural skills and abilities. Work and drudgery are not synonymous!

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