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Sales & Marketing
An Analogy is Like a Doorway to "Aha!"

An Analogy is Like a Doorway to “Aha!”

Adapted from Communicate to Influence: How to Inspire Your Audience to Action, by Ben and Kelly Decker. An analogy is a comparison that reveals an underlying (and surprising) commonality between two dissimilar objects or ideas. Analogies use familiar examples to explain ideas and concepts that are less easily understood. They are concrete and matter of...  LearnMore
Is Your Job a Chore, a Career, or a Calling?

Is Your Job a Chore, a Career, or a Calling?

From the acclaimed book Happier: Learn the Secrets to Daily Joy and Lasting Fulfillment, by Tal Ben-Shahar: The psychologist Abraham Maslow once wrote that “the most beautiful fate, the most wonderful good fortune that can happen to any human being, is to be paid for doing that which he passionately loves to do.” It is...  LearnMore
A Crash Course in Copywriting

A Crash Course in Copywriting

Excerpt from Words that Sell, 2E; More than 6,000 Entries to Help you Promote Your Products, services, and Ideas by Richard Bayan. An advertising copywriter uses words as tools to persuade and motivate an audience. You persuade your readers that you have something valuable to offer; you motivate them to acquire it for themselves. This is...  LearnMore
Want to Succeed? Focus on Where You Want to Go

Want to Succeed? Focus on Where You Want to Go

Adapted from Mind Gym: An Athletes’ Guide to Inner Excellence, by Gary Mack. When a weekend golfer arrives at a water hole what is the second thing he does after fishing an old ball—a water ball—out of his bag? Stepping to the tee he tells himself, “Don’t hit it inthe water.” What we’ve learned in...  LearnMore
Overcoming the Terror of "Small Talk"

Overcoming the Terror of “Small Talk”

Adapted from How to Talk to Anyone by Leil Lowndes. Someday, scientists say, communications fears may be treatable with drugs. They’re already experimenting with Prozac to change people’s personalities. But some fear disastrous side effects. The good news is that when human beings think, and genuinely feel, certain emotions—like confidence that they have specific techniques...  LearnMore
Will You Have Enough Leads to Meet Your Quota This Month? Here's How to Be Sure

Will You Have Enough Leads to Meet Your Quota This Month? Here’s How to Be Sure

Guest post from Marylou Tyler, founder of Strategic Pipeline, a Fortune 1000 sales process improvement consulting group and bestselling author.  Her latest book, Predictable Prospecting will be in stores August 2016. Missing your sales quota is awful. Which excuse do you use?: “My quota is too high” “It’s really slow right now” “I’ll get ‘em...  LearnMore
4 Questions to Ask Before You Negotiate

4 Questions to Ask Before You Negotiate

From Building Wealth One House at a Time, Updated and Expanded, by John Schaub. 1. Is the person with whom I am negotiating able to make a binding decision? If not, ask who can make that final decision and negotiate with that person. With smaller transactions, such as a purchase at a store or when...  LearnMore
A Start-Up Case Study: Ann Reardon, the "Baking Queen of YouTube"

A Start-Up Case Study: Ann Reardon, the “Baking Queen of YouTube”

Adapted from Content, Inc., by Joe Pulizzi. Sydney, Australia’s Ann Reardon is the “baking queen of YouTube.” In 2011, after giving birth to her third son, Ann was looking for something to do during her night feedings, so she launched a recipe site called How to Cook That. “I wrote a recipe post every week...  LearnMore
Winning the Brain Game

Winning the Brain Game

From Matthew E. May, author of “Winning the Brain Game” What do most people do when handed a tricky problem to solve, one that requires a wee bit of the Apple tagline (think different)? I’m fairly confident that I know the answer. I’m confident because for over ten years now I’ve been giving business professionals...  LearnMore
Sneak Peek at the New Edition of a Classic Bestseller- Million Dollar Consulting!

Sneak Peek at the New Edition of a Classic Bestseller- Million Dollar Consulting!

First published in 1992, Million Dollar Consulting has influenced and inspired generations of consultants and entrepreneurs around the world. In this revised fifth edition, the Rock Star of Consultancy, Alan Weiss provides his time-tested model to create a successful consulting business, updated to reflect and incorporate the many changes in the consulting and coaching landscape...  LearnMore
Starbucks: From Tasting Rooms to Cup Sleeves, It's All in the Details

Starbucks: From Tasting Rooms to Cup Sleeves, It’s All in the Details

The world’s largest Starbucks is scheduled to open in Manhattan – Starbucks Reserve Roastery and Tasting Room. What’s left for Starbucks management to worry about, once they have attended to the details of the in-store environment, product quality, ongoing training, and the creation of a playful culture? The answer, as you might have guessed, is...  LearnMore
Improve Sales in a World Demanding Change

Improve Sales in a World Demanding Change

Q&A with BTS Executives Lou Schachter and Rick Cheatham, co-authors of Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change. Q: BTS is specialized on helping its customers to improve and accelerate their business results; in order to do that, your methodologies evolve at the same pace as the market does, or even faster....  LearnMore