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Playing to Win
Anything can happen - and it often does! One of the old clichés in professional athletics is that on any given day in any given city, one professional athletic team can beat another team. Their standings in the won-loss record at that moment don’t really matter. That’s equally true in individual competition when you have players who are skilled and determined to do their best.
Mass. Senate Race Alternate Ending Compares with Major Account Selling
ecent special Massachusetts senate race between Democrat Martha Coakley and relative unknown Republican Scott Brown, the eventual winner. Well guess what! If this hard fought campaign had taken place at the same time 49 other states were holding their senate elections, Martha Coakley would have crushed Scott Brown.
Is Any Publicity Good Publicity?
There's an old saying that goes something like this: "All publicity is good publicity, as long as they spell your name right." Frankly, as a marketing professional, I would pretty much agree with that. Publicity means visibility, which generates awareness that could lead to interest, which combined with the credibility that earned media endows, could very easily lead to sampling or a decision to buy. (Bear in mind that what looks like a long, convoluted path on paper actually takes only seconds to register in the minds of your customers, and then you have results!)
Selling in Tough times
If you speak to enough small to medium business owners you will find most if not all are seeking to grow their businesses by reaching and engaging with more customers.
Yo Adrian! You Don't Have to "Win" to be Great
Applying strategies from the Rocky movies to your business.
Former IBM Pro Lashes Out Over Sales Assessment
A CEO of a fairly large-sized but under-performing OEM asked us to evaluate his sales force. One of the three regional managers, who assessed as poorly as any regional manager could, called to complain about his results. In addition to calling me a toad, Bob said that in the eighties he used to sell and manage at IBM and he led the top performing team. He finished by letting me know that we didn't know what we were talking about and, by the way, he would be picking me up at the airport for the kick-off of their national training initiative.
5 Small Business Opportunities That Mean Big Business
Small business doesn't have to mean small sales, a small operation or even small profits. The majority of the American workforce is comprised of small businesses, and if you're looking a small business that can play ball with the big boys, take a look at the following small business franchises.
Hiring Former Fortune 1000 Employees
If you are considering a salesperson, sales manager or VP of Sales from a big, name brand company, there is a crucial point that executives from smaller companies usually miss. You probably don't run a large, name brand company. Your salespeople probably aren't automatically invited in with open arms. Your company probably doesn't have a reputation that precedes it. Your company probably isn't the market leader. Your company probably doesn't have the lowest prices. So how would one of these former big-brand salespeople or sales managers fare when they encounter the resistance, challenges, ambivalence and rejection that the rest of your salespeople endure?

Other underdog Related Articles

How Can Anyone Spend That Much Time on Sales Coaching?
If you aren't the low price leader or one of the two or three best-known brands in your industry, and if buying from you does NOT represent the safe choice for your customers, then you are an underdog. And if you are an underdog, you had better be providing comprehensive sales and sales management training and coaching because you can't compete on price or reputation.
Are you done?
Are you done? I love underdogs. This love for the less likely winner may be the result of that that I was an underdog many times throughout my life. I was born a sickly child, lost my parents at a young age, experienced extreme poverty, had little or no education (dropped out of school after eighth grade), amassed fortunes and lost them, lost my sisters and oldest son, and that’s just a small part of my “Under Dog List.” Regardless of all the disadvantages and failures in my life, I always possessed (and still do) a “Keep Going” attitude. Even when I had no idea on how to survive into the next moment, let alone the next day, I would keep going. When I could not figure out what to do next, I would keep going with whatever I could at the moment. When we keep going, something always comes through for us.
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