Sales Archives - Page 6 of 8

Why the 10 Unhappiest Jobs Don’t Need to Be That Way

September 27, 2011 by Ocean Palmer Leave a Comment

Anyone who has rented his or her soul for a paycheck has reaped its rewards and weathered the taxes that go with it. In the boom economy, when work was steady and raises expected, for many the pluses of working for a living outweighed the minuses. But now, as storm clouds stubbornly hover over a […]

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Why Collaboration Works

September 11, 2011 by Ocean Palmer 2 Comments

As I pause from a 9/11 day of remembrance to mourn again the loss of my trusted friend, coach, and mentor George Simmons, I honor him by sharing the power of collaboration. Whether we’re talking about work, the pursuit of a personal passion, or the desire to make a complex dream come true, there’s no […]

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Why Great Sales Leaders Are Scarce

January 24, 2011 by Ocean Palmer Leave a Comment

In 1978 director John Landis released an ensemble movie comedy called Animal House, a story was about a group of college misfits. Unable to gain acceptance at the snootier fraternities they pledge, the rejects band together at Delta House and join a motley crew of oddballs and sociopaths whose primary mission seems to be to […]

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Pro Selling: the Future of Undergrad Business Schools

January 13, 2011 by Ocean Palmer Leave a Comment

One of the more inspiring things I’ve watched evolve over the past several years is the National Collegiate Sales Competition. Held each March at Kennesaw State University, north of Atlanta, last year 350 of the nation’s top sales students from 61 universities participated. The students compete for top selling honors. More important is who the […]

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How Introverts Can Become Good Networkers

January 10, 2011 by Ocean Palmer Leave a Comment

Workforces are comprised of introverts, extroverts, and personalities in-between. The mix varies from place to place because the nature of a company’s work often shapes its culture. For example, an aggressive sales organization tends to hire competitive extroverts. Methodical, detailed-oriented industries (such as engineering and accounting firms) often skew heavily toward quiet, skilled introverts. It […]

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Why is Tomorrow The Busiest Day of the Year?

January 5, 2011 by Ocean Palmer Leave a Comment

Goals are dreams with deadlines. It’s a clever saying I wish I’d thought up. I didn’t, I borrowed it, but I love the quote because (like all things worth remembering) it says so much so simply. In business some workers make lists but many do not. Some prioritize but others do not. But even those […]

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Why Workplace Rivalries Exist

December 31, 2010 by Ocean Palmer 2 Comments

Sibling rivalries are good practice for conflicts we later see in competitive arenas like sports, politics, and the workplace. Work rivalries can be good or bad. Good ones inspire healthy competition. Bad ones cause friction, rumors, backstabbing, and emotional backlashes in defense of wounded self-images. While it’s easy to blame disruptive households on bad parenting […]

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How to Succeed with A High Turnover Sales Force

December 15, 2010 by Ocean Palmer 1 Comment

I am never surprised to walk into an organization that doesn’t have a stable, efficient sales force. Many don’t deserve one; they disrespect sales and blame the force for every conceivable (and sometimes inconceivable) dysfunction. Other companies don’t even want tenured people selling for them, preferring to lure in inexpensive workers with false hopes and […]

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Why Changing a Sales Culture is Difficult

December 9, 2010 by Ocean Palmer Leave a Comment

I was in Florida recently, working with the senior leadership team of a service provider that competes in a cost-sensitive services industry. They face a difficult decision: Keep playing musical chairs with a handful of competitors for the same customers or make a strategic gambit to try and grow more aggressively. There is no simple […]

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How to Develop Patience & Why It Matters

July 26, 2010 by Ocean Palmer Leave a Comment

Patience is the capacity for waiting—an admirable quality that helps us tolerate the gap between what we have and what we want without becoming upset. The word patience originated from Latin, from pati, which means to endure, bear or suffer. People these days don’t study dead languages like Latin; they’re too busy and don’t have […]

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