March 2011 (Vol. 4, Iss. 1)
Exposing Social Media Analytics
Sarah A. Fischbach, MBA
Real estate professionals must leverage social media but engaging with potential customers via the right social media can be complicated. In addition, making sense of...
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Necessary Condition #4 - The Right Prospects
Charles Fifield, Senior Lecturer and Baylor Sales Coach
To increase sales productivity, salespersons' interacting with the right prospects is an essential core competency to success. The inability or unwillingness to effectively...
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Getting Off to a Fast Start
Bruce Robertson, PhD and Andrea Dixon, PhD
Runners to the starting blocks... Take your mark... Wait for the starter's pistol. A sprinter knows the drill. S/he begins a race so many times in ...
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Conviction: Why Skills Alone Are NOT Enough
Scott C. Watson and Ron Gajewski
Assessing the developmental needs of a sales organization normally involves measuring behaviors against a set of competencies or performance metrics, in order to pinpoint...
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INSIDER: Sales & Negotiation
Laura Tweedie, MBA Candidate
One of the leading business speakers in the nation and bestselling author, Patrick Henry Hansen, draws insightful conclusions in his novel Sales-Side Negotiation, Negotiation...
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Keys to Success: Salesperson's Internal Relationships
Michelle D. Steward, PhD, Beth A. Walker, PhD, Michael D. Hutt, PhD, and Ajith Kumar, PhD
Salespeople have myriad experts within the organization whom they can recruit to create a successful customer engagement. However, in companies in which experts are...
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INSIDER: Go-Givers Sell More
Amanda Holmes, MBA Candidate
We all know someone who has enjoyed extraordinary personal or professional success in their life: a classmate from high-school who has become a corporate executive, a...
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