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Success Articles

Why Do I Have to Change If I’m Already Great?

We hear a lot about change these days. The discussion usually centers around how to get organizations to change, how to get departments to communicate more effectively with each other, or how to get people who’ve never been very – what’s the word I’m looking for? – skilled… to somehow manifest the will to get better at…

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The Big Lie: Customers Want Service

Customers don’t want service! Customers want things that don’t need any service. They want maintenance-free, self-contained solutions, whenever possible. On average, how do you think most people would rate service after the sale over the course of their lives? Do you really think they are looking for more of that? They want cars that don’t…

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Is Technology Killing Communication?

Recent research indicates that some of the main issues in sales and communications right now have emerged because people believe you can replace face-to-face (and voice-to-voice) communications with text, e-mail and social networking. These ways of interacting electronically obviously offer huge benefits and are no doubt part of the future, but they lack a personal…

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Negotiating Change

Healthy and Unhealthy Fears – An Action Plan To change from a victim into a volunteer we have to develop and implement an action plan that clearly educates people about the value of our product or service. One way we can do this is by becoming aware of our fears. There are two kinds of fear…

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Talent First, Success Next

We know that it is sometimes the process itself that prevents learning and innovation. The key is finding you’re the path of least resistance. In our study of the most effective sales managers and sales staff, we found that the best way for someone to do something is by doing it their best way. Defining…

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The End of the Information Age

Are we at the end of the information age? My cell phone came with a novel sized instruction book that gives me so much detail on setting up my voice mail that after reading it for 2 hours, I’ve lost the will to live. How much do I really need to know? Have you ever…

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