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| Articles by Ralph Burns |
1. Do You Think You're A "Visual Sales Leader" Much like Robert Goizueta?
March 02, 2012
In explaining the near limitless advancement possibilities for the Coca-Cola corporation, the late fantastic ex- President of Coca-Cola Robert Goizueta would oftentimes tell his troops:
“Each of the world’s six billion people drink on average SIXTY-FOUR ounces of fluids a day…of which TWO ou...
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2. Does this common sales management killer hinder you too?
February 23, 2012
When the concept of a “virtual office” or a “paperless office” was all the corporate world could think about, for most of us, the idea seemed really appealing. Everything was to be done and stored in computer systems. You could do all this with the flick of switch, the click of a mouse. You wouldn’t...
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3. Sales Management Training | Just How The NFL Is Just Like Sales Management
February 10, 2012
Ahh….it is football season all over again.
I like football, there is just simply no better sport to see.
Now that the season is at full swing, this could only mean certain things:
The Indianapolis Colts are in 1st place in the AFC South
The Detroit Lions are in last p...
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4. Will You Commit This Critical Sales Management Error?
February 03, 2012
Do you frequently walk down “memory lane” along with your sales people?
Let us be honest, should you ever be a salesperson, chances are you were most likely a pretty good one. Long before you became a sales leader, a sales VP or perhaps a company owner or maybe a sales trainer, you just cran...
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5. The Reason Why A Sales Manager MUST Evoke "The Law of Reciprocity"
December 19, 2011
For your purposes, the Law of Reciprocity states: If you do something nice for somebody, human nature dictates the recipient will feel obligated to do something good for you in return.
It is in essence: “you reap what you sow”. This is an undeniable rule and one that you need to teach your s...
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6. Seven Killer Ideas: Ways to get Your Sales Reps to Sell More Effectively
December 16, 2011
One thing’s for certain: Cork Walgreen REALLY knew how to sell.
Walgreen’s Drugstores discovered how to sell alot more stuff and turn into one of the top-performing stocks over the last 40 years in the process, defeating Intel, GE and Cisco! Their own formula for success was very simple: hav...
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7. RVing Full Time | 4 Essentials When Reserving An RV Campsite Part Two
December 14, 2011
So you’ve made a decision to go rving full time and you have now decided on your RV schedule.
Your next step would be to now start booking your RV camping grounds.
So get a pen and paper or just bookmark this article for later use because we are going to give you four things you must...
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8. RVing Full Time | Four Requirements When Reserving An RV Campsite Part 1
December 13, 2011
So you have decided to go rving full time and you’ve already chosen your RV plans.
The next step is to now start booking your RV campsites.
So get a pen and paper or save this article for later use because we’re going to provide you with 4 things you have to know when picking out you...
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9. Tips On How To Become "The Spam Filter" For Your Salespeople
December 12, 2011
Don’t you just love those worthless “corporate initiatives” which gets hurled at you every single day?
Either by e-mail, voice mail or conference call, I'd be willing to think that ”initiatives” of all kinds come at you and your salespeople at all times.
Exactly what do you do in res...
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10. Sales Management: The Secret of "The Masterful Praising"
November 28, 2011
The truly great sales leader is always researching ways to enhance the self confidence of their sales reps. That same sales leader is likewise always seekingto create situations, particularly in the start of a new project, in which they're able to deliver a masterful praising.
What’s a “Mast...
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Author: Ralph Burns
