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Increase prospecting results by integrating your touches
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| Connecting with prospects for the first meeting requires persistence, consistency – and simply wearing them down. You can speed your access time by integrating your communication strategy with multiple connection methods without frustrating prospects. |
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Suffering from Information Marketing Overload
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| TMI really is Too Much Information sometimes. In a world overflowing with more information we could possibly process let alone implement, it makes me wonder – do I really need to know all of this in order to be successful? How much information does my prospect base need to know as well? When is enough, enough – or too much information – way too much information? |
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Improving the Bottom Line With Qualification
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| Given all of this information, even the least experienced seller can figure where the sweet spot is - in terms of benefit, quality, risk management and price.
Now the challenge is deciding what to do with the information.
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Got the right people in place
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| Getting the right skill sets and behaviors in the right spot is not always easy, yet it will make or break that new hire! |
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Blind Spots
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| In my classes and consulting work on leadership, I often discuss the concept of a blind spot where the worst leaders are often blissfully unaware of their problems. My own observation in numerous organizations is that this is abundantly true. Hr Managers and subordinates are often frustrated at not being able to communicate how leaders undermine the very cause they wish to pursue due to this blindness.
Daniel Goleman, who invented Emotional Intelligence, observed that leaders who are most deficient in EI are the ones who have the biggest blind spot. They simply cannot see themselves as others do, so they are deceived into thinking incorrect thoughts about how they are coming across.
How can you remove the blind spot of a leader who has low Emotional Intelligence?
My own ideas on this topic are contained in this article.
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If Only I Knew Sooner
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Get Your Blog Ranked Faster With These 7 Stellar Tips
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Hitting the Sweet Spot
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| Anyone who’s ever played golf knows about the ‘sweet spot’. It’s that favoured spot on the clubface – hit the sweet spot and it feels good, you’re in control of the ball and that birdie is yours for the taking. If you don’t hit that spot, it doesn’t feel right, you spend your time hacking in the rough and before you know it you’re in a bad patch. |
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HOW TO SHINE WHEN YOU’RE ON THE SPOT (OR HOW TO AVOID CHOKING UNDER PRESSURE, PART II)
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