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Articles Archive for January 2008

Implementing Change From Inception
Monday, 21 Jan, 2008
Implementing Change From Inception

Hi Everyone:
As we enter the new year, one of the problems that I know so many of you face is ensuring that your change situations get implemented. I have some thoughts on how to employ Buying Facilitation to help.
When something new enters a system, it challenges the status quo (especially a person’s internal status quo), [...]

Sales University
Monday, 7 Jan, 2008
Sales University

In an effort to more fully explore the entire profession of ‘sales’ as I have been doing on my new site www.salesresources.biz, I’d like to introduce you to the universities that are either offering sales programs, or areactually offering a degree’d program in sales.
The Russ Berrie Institute actually offers an MS in sales! Imagine! You [...]

Presentations: How To Compete When In Front Of A Prospect
Thursday, 3 Jan, 2008
Presentations: How To Compete When In Front Of A Prospect

Your last presentation was great and seemingly well-received. You addressed the prospect’s needs, positioned yourself and your product just right, used the right language and visuals to assure that you were a caring, smart, professional, and had a product that would obviously be the right solution. The price was right, and you clearly had a [...]