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July 31, 2010 12:14 AM
All of the prospects she asked said yes. Even the people that started by saying no, said yes. She's my nine-year-old daughter. Her name is Alex—the most amazing sales person I have ever seen.
July 31, 2010 12:10 AM
As technology continues to advance, marketing and sales professionals can gather more information about their target audiences than ever before. But is personalization infringing on customer privacy?
July 31, 2010 12:13 AM
Here's the situation: A prospect has just walked up to you. Stop right there—what does your face say right then?
July 31, 2010 12:13 AM
What it really takes to be a good sales representative.
July 31, 2010 12:14 AM
The key to a successful plan based on the 4 Ps means starting with a framework from the outset that includes what I like to call "the four Ms": market intelligence, modeling, mix, and measurement.
July 31, 2010 12:14 AM
"I never worry about the future; it comes soon enough."
July 31, 2010 12:13 AM
What's the most effective way in today's economy to increase your margins, close more deals and improve your team's success rates without spending a lot of money in the process?
July 31, 2010 12:13 AM
The 2010 Census will radically alter the demographic map and the rules of engagement between Hispanic and general-market shops.
July 31, 2010 12:13 AM
Executives in B2B and manufacturing markets are looking to slash costs to cope with the slumping economy. Having cost-effective PR and marketing campaigns is a significant part of the solution.
July 31, 2010 12:12 AM
What everybody talks about in business today is Microsoft PowerPoint, the medium of choice for presentations, and how to avoid making a visual hindrance of what is supposed to be a visual aid—e.g., how to avoid being guilty of that all-too-common opprobrium: Death by PowerPoint.
July 31, 2010 12:18 AM
If you're in the U.S. and are using a social network like Facebook, MySpace or LinkedIn, chances are you're more affluent and more urban than the average American.
July 31, 2010 12:10 AM
Benjamin Palmer explains why the old rules don't apply.
July 31, 2010 12:10 AM
In light of the mounting challenges of our new millennium, boards must consider the skills needed to grow in tough times, and determine if they have the ones required to navigate successfully.
July 31, 2010 12:14 AM
Americans will be working farther into retirement age than before, according to a new Financial Literacy poll conducted by Princeton Survey Research Associates on behalf of Bankrate, Inc.
July 31, 2010 12:12 AM
Like the endless supply of "fad diets" available to the public, one-size-fits-all moves, like budget freezes and across the board headcount reductions, will immediately shed unwanted pounds. But, in failing to address top-line revenue or institutionalizing new processes for sustainability, they will eventually leave you worse off then before you made them.
July 31, 2010 12:12 AM
American business has undoubtedly belly-flopped into the modern economic era. Looking back, we shouldn't be surprised. We lived beyond our means, saved little and deferred our obligations. Now, we face a changing business climate, possessing fewer tools to manage shifts in demographics, technology and seats of power. In the wake of credit and housing meltdowns, there are business truths—both recent and timeless—that can only be dismissed at our peril.
July 31, 2010 12:12 AM
In sales, money is more than a livelihood; it's validation that a year of sacrifices had purpose. And it's that number—how it's derived and delivered—that makes the difference between goodwill and bad blood, focus and distraction, hitting goal and falling short.
July 31, 2010 12:12 AM
Clueless business columnists can't fool you. After all, you've spent years in the trenches and know what works in your industry. Which begs the question: Why aren't you the one writing the column instead of them?
July 31, 2010 12:12 AM
Traditionally, Americans have placed business writers on a pedestal. We saw them as the ones who prepped at Yale, consulted Wall Street powerbrokers, and vacationed at Martha's Vineyard. They had access and connections. They were the elites…and we deferred to their wisdom. The Internet has turned that world upside-down.
July 31, 2010 12:12 AM
Sweat and faith—they're the ingredients that separate writers from readers. Talent only takes you so far. So if you're serious about making a name for yourself, take these suggestions to heart.
July 31, 2010 12:12 AM
The hunt for that perfect job is on—but this process seems much harder than it used to be. Not only are you competing for available positions in a tough market, with many other well or more qualifies applicants, but you must make sure that you find the right job for you.
July 31, 2010 12:12 AM
My former boss called me a loser. Not to my face, of course. No, he probably said it to my successor…no different than he did with my predecessor. Like him, I was another cautionary tale.
July 31, 2010 12:12 AM
In leadership, your success sometimes rides on delivering a clear and compelling message. Without that, you're relegated to a punchline. So to craft an unforgettable presentation (of the good kind), take note of these strategies.
July 31, 2010 12:12 AM
Off stage, you may be a peerless closer or Six Sigma black belt. You can probably horse-trade or arm-twist with the best of them. But what happens when all those eyes focus squarely on you? Do you seize the moment…or freeze up and lose your mojo?
July 31, 2010 12:12 AM
In sports, we often revere coaches for their ability to plan and anticipate. Still, many would stumble over themselves if they ever took the field—their mental acuity doesn't translate into physical prowess. Public speaking is no different.