Category: Business

Top 10 Ways to Improve Your Ad Sales Role-Play

I am always amazed at the number of ad sales reps that never, everpractice their trade in an effort to improve. Just imagine if TigerWoods never practiced. Would hebe as successful? Probably not. Why did Michael Jordan shoot hundreds of free throws each week? Why do the best actors in Hollywood have acting coaches?

Because being the best requires practice, mentoring and

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Ahead of the Game

Dedication and inspiration create jobs across the region.

by Jerry Davich

Without fresh ideas and out-of-the-box thinking, the economy would never grow. That’s why young, entrepreneurial minds are such a vital part of the region’s future. Read on for some of their stories.

Christopher Barbauld
Ideas. Innovation. Inspiration.

These words best define Christopher Barbauld.

“It’s what I live for,” he says after coming off a …

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Posted in Business, Spring 2014 | Leave a comment

Around the Region

ACCOUNTING

Kruggel Lawton CPAs, welcomes Michelle Chupp as a staff accountant to the Elkhart office, and Mike Reed and Michele Reed, both staff accountants to the South Bend office. … Jill A. Jones, CPA, and vice president of McMahon & Associates, has earned a Certified Valuation Analyst (CVA) designation. Jones successfully completed the certification process with the National Association of Certified Valuators and Analysts (NACVA) …

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Posted in Business, News, Regional News, Spring 2014 | Leave a comment

Top 10 Presentation Skills Challenges

By Scott Topper

The biggest challenge for a newer sales team might be how they actually feel when they give their presentations. Many first time speakers want to feel confident, want to engage their audience, and want to feel good about actually giving their presentation. But how is this achieved?

Public speaking can change you as a person and boost your confidence. You will learn …

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Selling Beyond Price: Ad Sales Wisdom

You have the appointment with a hot ad sales prospect…now what? How do you land that big new advertising account?

I love to read about new pitch styles and closing techniques from various self-proclaimed sales gurus hoping it will make me a better salesman. Over the years I’ve tried most of the suggested techniques at one time or another. I may prefer to deny this …

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Dealing With Insolvent Customers

Should you sell on a secured or unsecured basis?

Successful businesses must prepare for potential problems and possible solutions related to selling to and buying from companies that are insolvent, or may become so. Here are some considerations in that regard.

An important business decision is whether to sell to customers on a secured or unsecured basis. If you are secured, you are more likely …

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Posted in Advice, Business, Legal Advice, Professional & Legal Advice, Spring 2014 | Leave a comment

A Life of Service

Dr. Marlon Mitchell takes on the region’s educational challenges.

by Michael Puente

In 2005, Gary native Dr. Marlon Mitchell was a successful businessman and real estate developer in Albany, Georgia, about three hours south of Atlanta.

There, he built multiuse buildings and single-family homes while also undertaking historic restorations, along with project management consulting and leadership coaching and development. He also designed and developed an …

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Posted in Business, Leader & CEO Profiles, Spring 2014 | Leave a comment

5 Tips for Handling Ad Sales Rejection

No thank you. Nope. Not now. Not today. No way.Does any salesperson ever enjoyhearing those words?

The 3 things you can’t avoid in life are taxes, death and rejection…… if you’re in ad sales, that is. It’s part of the ad sales game, and if you don’t develop a strategy on how to deal with all the rejections, you’re not going to win …

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The Evolution of Wellness

Programs expand their focus and work on employee engagement.

by Jacqueline von Ogden

Whether you’re the owner of a large or a small business, the thought of your employees staying well has undoubtedly crept into your mind. Not a business owner? Concerned about your health or a coworker’s? Then read on as we discuss employee wellness and its future.

Past

The thought of keeping employees …

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Posted in Business, Health Care, Spring 2014 | Leave a comment

Staying and Upgrading

Rather than sell, homeowners are remodeling more and more.

by Jerry Davich

Custom remodeling of upscale homes is back in vogue, whether it’s a $50,000 kitchen upgrade or a $200,000 outdoor overhaul.

“Things are looking up again,” says Jim Pressel, owner of Pressel Enterprises Inc. in LaPorte, a custom builder and remodeler in Northwest Indiana.

WHAT’S COOKING IN REMODELING? Things are looking up in the business of remodeling upscale homes. Kitchens, including this one remodeled by Jim Pressel of Pressel Enterprises Inc., are a major focus.

WHAT’S COOKING IN REMODELING? Things are looking up in the

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Posted in Business, Executive Living, Spring 2014 | Leave a comment