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 […]
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
I am always amazed at the number of ad sales reps that never, ever practice their trade in an effort to improve. Just imagine if Tiger Woods never practiced. Would he be 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
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
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
No thank you. Nope. Not now. Not today. No way. Does any salesperson ever enjoy hearing 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
In his new book, Business Techniques for Growth: More Tools for Small Business Success, veteran executive and small business advisor Tom Gray distills decades of experience into a series of proven techniques that can help any small business owner succeed. The book works like a “toolbox” of tips and techniques with step-by-step instructions. Readers can
Book Offers Small Business Owners a “Toolbox” for Growth Read More »
Mike was the CFO of a large manufacturing company in Texas. He was an outstanding executive and he accepted this position because it suited his strengths to a tee. The company was looking for a very strategic Head of Finance who could work in partnership with the company’s CEO to take market share in existing
