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Unlocking the "Employer of Choice" Dilemma: 6 Keys to Success May 12, 2008 By Deanne DeMarco Companies around the globe are starting to experience labor shortages and are having a difficult time retaining quality workers. The competition for key talent is quickly becoming a battleground. more>>
Your Bias Against Selling is Gonna Kill Your Success April 14, 2008 By Lenann McGookey Gardner
Many people think that salespeople are the lowest of the low-the unprincipled people who trick their victims into parting with their money. Everyone knows the stereotype of the used car salesman: pushy, loud, aggressive, deceptive, won't-take-no-for-an-answer gross-o people. NO ONE wants to be that sort of person-and yet many people assume such behavior is necessary for selling success. more>>
Better Pricing Through Poker: Understanding Your Opponents in the Pricing Game April 7, 2008 By Reed Holden and Mark Burton Everyone wants value. The reality is, however, that not everyone is willing to pay for it. Customers have very different ways they think about value and about vendors. Some customers want great relationships. Some only want to buy at the lowest price. Salespeople and managers need to recognize those differences and craft the right customer approaches if they don't want to waste their time and leave money on the table. more>>
Parallels Between the Subprime Mortgage Problem and the Farm Debt Crisis of the 1980s? March 31, 2008 By Dr. Neil Harl Memories are fading about the financial woes that gripped the agricultural sector in the 1980s. But some recollections will likely last a lifetime. Obviously, there are key differences between that era and the subprime mortgage problems today. But there are also enough parallels to provide some lessons for the current financial difficulties. more>>
Financial Incentives Can Create Bad Employee Behavior March 24, 2008 By Ben Pimentel Offering financial incentives to motivate employees and executives has been a common management practice for decades. Car salesmen get higher commissions for selling more automobiles. Teachers get bonuses when their students score higher on standardized tests. Executives get generous stock options for boosting the company's stock price. more>>
The Keys to An Unstoppable Sales Drive March 17, 2008 By Steve McCann
Sometime back in 1995 I was invited to speak at a real estate conference. One of the other speakers on the program for that day was a high-producing Realtor and had been for a number of years. He was the opening presenter, so I got the chance to sit in on the presentation, and I found it to be a memorable experience. He was motivated and his production numbers were strong. more>>
