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August 2017
10 Practices of World–Class Sales Coaches

10 Practices of World–Class Sales Coaches

The key to any successful coaching session is preparation by the sales manager. Each interaction should have a purpose and a plan behind it...
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Where the Rubber Meets the Road: Sales Coaching

Where the Rubber Meets the Road: Sales Coaching

Over the years, I have determined a very critical role is coaching an individual sales professional’s capabilities, skills, and performance. The key elements of effective sales coaching are...
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July 2017
Petroglyphs, Pencil, Pen, Paper, or Technology?

Petroglyphs, Pencil, Pen, Paper, or Technology?

In the “old days” man created stone tablets, petroglyphs, scrolls, etching, pencils, pens, typewriters, day planners, etc., to communicate and keep track of stuff...
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June 2017
Sales Calls: “Ready, Fire, Aim”!

Sales Calls: “Ready, Fire, Aim”!

The quintessential question that all sales managers ask regarding optimizing their sales efforts is; how to improve the outcome of each sales call?
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March 2017
Control how you use your admin center

Control how you use your admin center

Expand your IT admin center knowledge with our short training video. Learn how to customize your home page, navigate features, change how you use apps and services, and more.
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February 2017
Hope Springs Eternal!

Hope Springs Eternal!

In the world of golf, for professionals and amateurs alike, the mantra, “hope springs eternal” is axiomatic. Those of us who participate are consumed by the quest to conquer the unconquerable.
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Vital Few vs. Trivial Many?

Vital Few vs. Trivial Many?

All of us are busy, however busy doing what? Are we really cognizant of sorting out the vital few from the trivial many? Has your well thought-out business plan (assuming you have one) been relegated to the top desk drawer accumulating dust and it’s only February?
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November 2016
OMG: Out of the Mouths of Babes!

OMG: Out of the Mouths of Babes!

I was consulting at a tech company and the CEO complained about his employees wasting time, not completing their work and a pervasive lack of a sense of urgency throughout the work force.
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Success Differentiator- Attitude!

Success Differentiator- Attitude!

After 40 years of assessing sales professionals and sales organizations, I believe you can advance your success of selecting the right person for the right reasons by exploring attitude differentiators in those you hire.
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October 2016
Time… is that all there is?

Time… is that all there is?

To use a sports analogy, there is always talk about “clock management”; how to handle the last two minutes of the game, who will take the last shot, what play will be executed?
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