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How To Keep Your Job When Your Boss Gets Fired

Jul 19, 2019

Luce Performance Group Recruiting Coordinator Jon Morse is away on a headhunting trip.  No, not in New Guinea with the canibals, an actual business trip - so the keyboard is turned over to Glen Halbrooks from About.Com  who writes "Witnessing ...

The Cost Of A Bad Hire

Jul 18, 2019

What does it cost you if you fail to screen out the poor performer or the non-performer?  We try to bury this hard cold fact every time we look for a new employee.  Our wonderful optimism takes hold and we say to ourselves:  “This ...

Five Proven Techniques For Hiring Great Salespeople

Jul 17, 2019

The toughest thing managers have to do is fire some- body. And that means the most important thing we have to do is hire the right people and make sure they are the right fit. Good recruitment techniques include making sure you have a good “bench” ...

How To Avoid A Bad Sales Hire

Jul 16, 2019

What does it cost you if you fail to screen out the poor performer or the non-performer? We try to bury this hard cold fact every time we look for a new employee. Our wonderful optimism takes hold and we say to ourselves: "This time it will ...

Setting Phone Appointments

Jul 15, 2019

Setting up appointments on the phone is all about  confidence! Here are the important points to remember when using the phone, no matter which appointment you're trying to set up. Remember, when setting up an in-person appointment, it’s ...

Are You A World Class Negotiator?

Jul 12, 2019

Here are five simple tips you should know when it comes to negotiating. Keep them in mind the next time you go into your next closing call or a call where you know you will have some negotiating to do. 1. Time:  In negotiating, those who control ...

May I Use The Bathroom?

Jul 11, 2019

During a recent seminar in Missoula, Montana, I had a breakout session where I grouped up the attendees in groups of seven or eight people and went through several case studies and, as a group, answered questions in those sales-call situations. In one ...

Selling To Venus And Mars

Jul 10, 2019

I stumbled across a book once that substantially helped me understand the relationships between women and men. Some from our newer generation of sales reps might not have been exposed to it. It’s called  Men Are From Mars, Women Are from Venus ...

Your Time Management Checklist

Jul 9, 2019

Here is a quick check on how you manage your time. It was prepared from ideas collected from many salespeople who realize the importance of good time management. It’s made up of “yes” or “no” statements. Review each “no” ...

The Enemy In The Shadows

Jul 8, 2019

Our enemies are in the shadows today versus 10 years ago. Specifically, how competition to traditional media is coming from of all places – and one of them is newspapers. That’s right, the newspapers’ digital divisions are taking more ...

Observations From The Road

Jul 5, 2019

In my travels over the past couple of months, there have been some notable events and moments that I’d like to share with you – and which you may be able to apply to your own life.   Much Loved...and Unbroken No matter your challenges, ...

The 40 Power Laws of Sales

Jul 3, 2019

Here’s one you can pin up by your desk.  Read through this list every day before your first call. Go out that door with confidence every day. 1. The Look:  Look like a million dollars, even if they could flip you upside down and not ...

The 7 Steps To An Opening Call

Jul 2, 2019

Finding great sales talent is an art. It's not easy to find the eager and talented sales reps that can compete in today’s media world. Our management team in California found a couple of them recently. The exciting part is to train them from ...

20 Commandments For Success

Jul 1, 2019

I don’t know where this list of gems came from, or for that matter who wrote it, though from time to time it’s been there to remind me of what it takes to be a success in any endeavor. I hope it ends up somewhere in your home or office and ...

Be On Time For Meetings (& The Plane)

Jun 28, 2019

If there was one thing for which I was known for as a day-to-day sales manager, it’s that I locked the door at sales meetings. I know it might seem old-fashioned in the age of high tech and work from home. But promptness counts and being on time ...

That Takes A Cake

Jun 27, 2019

If you want an appointment with a prospect bad enough, you can get it if you are willing to do something extra to prove to the prospect you are deserving of their time. Far too often, we just use the phone to try to set up appointments. And far too often ...

Keep Calm And Sale On!

Jun 26, 2019

The substance of a closing presentation is as critical as covering all the pertinent points on achieving the client's expectations and objectives for the campaign. However, the delivery of that presentation is equally as important! Remember, prospects ...

The Call Of The Wild

Jun 25, 2019

If you haven't been to the Yukon, you haven't been anywhere. It's still the wild wild west. There's still gold in the Klondike! This gold comes in the form of business owners reaping a bumper crop of results from an advertising seminar ...

Going For The Gold

Jun 24, 2019

There is nothing that brings a team closer together than having a team-building event. And it doesn't have to be a once-a-year thing. In the market I was in last week, we held our annual Castanet.net and TheTango.net 6th Annual Olympics. Last year ...

Scoring Huge In 7 Easy Steps

Jun 21, 2019

Finding great sales talent is an art. It's not easy to find the eager and talented sales reps that can compete in today's media world. Our management team in California found a couple of them recently. The exciting part is to train them from ...
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