By Ruth W. Crocker
If you find yourself listening to co-workers complain at work, you’re not alone. Jane, a registered nurse, often eats her lunch sitting on a curb in the parking lot next to the clinic where she works. She’s looking for just a few minutes of peace and quiet from the chaos and complaints that echo off the walls in the employee break … Read Full Article
By Mark Miller
First, I think the distinction in the opening paragraph is significant. Unfortunately, many leaders do not recruit talent, they select people. To select is to sort through applicants and choose the best one. To recruit is different; recruiting is…
The process of identifying the most appropriate people for a specific role and aggressively pursuing them.
As in most definitions, the words matter; … Read Full Article
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 … Read Full Article
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 … Read Full Article
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 … Read Full Article