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New Metrics for the Sales Force - Unusual Thoughts for Unusual Times
More is less - you will close more sales if your salespeople book fewer appointments but concentrate on more quality appointments. Quality is not how well your salespeople are received, it's the fit and need of the opportunity.

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Entrepreneur: The Last Free American
Failures and moving on are all part of the path of maturity. It's like trees in the Amazon designed to reach towards the sun's rays and soak up every bit of sunlight they can get. Not all acorns grow to mighty Oaks. The tree that captures the most sunlight, wins. It will be the tallest and the widest. No one said it would be easy.

Just Be Yourself
You find yourself playing different roles according to what you are doing or who you're with. You try to be one type of person at work, another type of person with friends, another person at home, when you're driving a car,or perhaps when you stand up in public to speak. All these hats we wear every day. The big question is when are you really you? What would happen if you allowed the real you to stand up in every situation you faced? There is a person you were born with all the abilities, talents and skills you need to be that person. This article suggests some ways in which you can learn to enjoy just being yourself.

The truth is out there! How to take advantage of it
I find the concept of truth fascinating. Just like one person’s act of terror is another person’s freedom fight, one person’s truth is another person’s fantasy. Rumours are sometimes said with such conviction or spread so far that they become a “truth” no matter what the reality is. Without getting too political, the weapons of mass destruction in Iraq is a classic example of a truth that was fantasy. Can we make our version of the truth and if we can will this help us in life and business?
Reach Your Reader: How to Make Your Letters a Success
Letters—and even e-mails—are person-to-person communications; they are usually written by one person and read by one person. They have the power to win you’re your reader like no other marketing material can. However, there is no such thing as a routine letter. As soon as you start to regard external correspondence as just a task that needs to get done, your letters may lose their personal touch and competitive edge.
C-Level Relationship Selling: Business Development Is All About More Sales
Any successful person learns process and probability - business person, athlete, gambler, sales person, etc. This article will show you how they can help develop more business.

Relationships and Communication: Sender vs. Receiver
In relationships and communication, who’s more responsible for avoiding misinterpretation, the person speaking or the person listening? The answer depends on which of the 6 innate Perceptual Styles describe the person speaking-and which one describes the person being spoken to.

Lessons from the Top of the World
Recently, I have been reading quite a bit about expeditions on Mount Everest. I am intrigued by the fact that so many people over the years have been driven to climb the tallest mountain on earth and stand on the top of the world. While studying the expeditions, I have been amazed at how much time, preparation, and energy goes into getting to the mountain with all of the equipment necessary to make the climb and to set up each of the base camps along the route. An expedition is literally years in the planning stage and months in the preparation stage before an attempt can be made on the summit.

The Challenge of Hiring
Interviewing a new job candidate sounds easy. After all, you are in control. You have something to offer. You can select anyone you choose to select. Right? That sounds good but in reality interviewing a person to fill a job opening is one of the more difficult tasks you may face as a manager. It does require specific skills to do it right and increase your chance of hiring the ideal person for the job; the person that will stay and fit in with the culture of your company. Whether you employ one person, or five hundred, choosing the right employees can be a challenge. How do you k now for sure which person you interview is the right one for your company?

Making The Shift From Entrepreneur To Business Person
When is a business person not a business person? When that person is a narrow focused entrepreneur, brimming over with ideas and concepts and starting one project after another with hardly a breath in between.
The Sandwich: I Won\\\'t Bite
In \"Management 101,\" you were probably taught to tell a person something difficult by using the \"sandwich\" approach where you say nice things to the person before and after the difficult part. The theory behind the sandwich approach is that if you couch your negative implication between two happy thoughts, it will lessen the blow and make the input better tolerated by the person being coached. The problem is that this method usually does not work, and it often undermines the credibility of the person using it.

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