Ocean Palmer

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Why People Procrastinate

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Years ago a friend of mine was struggling to deal with his son’s insistence on procrastinating about seemingly everything that mattered to the father. Putting things off that we can or should do is a  situational malady almost all of us experience at one time or another. There are five reasons for procrastination. Here they […]

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Sales Personality Types

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One of the biggest challenges sales leaders face is how to develop the wide variety of personalities that form its field selling and relationship management organizations. This diverse personality dynamic is exemplified when the troops are gathered for a learning or skill development session. When assembled in a learning environment, salespeople tend to fall into […]

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Thrivers, Survivors, and Chevrolet Drivers

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Every sales organization has three categories of reps: Thrivers, Survivors, and Chevrolet Drivers. Thrivers are star performers, few in number but consistently great year after year. Survivors are low-performers. The majority of salespeople sell somewhere in between; they are Chevrolet Drivers, good reps who fill the anthill shaped center of the sales performance bell curve. […]

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Why Companies Herd Cats

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My friends in the staffing and recruiting profession stay relentlessly busy and vital to their organizations because of a universal reality: Not everyone on the payroll cares about the company paying them. Every company is comprised of good workers, great actors, and others vacillating between the two. Based on how much they care, workers fall […]

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Selling Value In A Tight Economy

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This weekend I’ll be in New Orleans as a guest panelist during the American Marketing Association’s annual convention. New Orleans is one of two cities where Americans act squirrely the instant they exit the airplane. The other is Las Vegas. Each year in Las Vegas millions of people race out of McCarran Airport in a […]

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Why Good Workers Get Stuck Doing More

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I am proud of my website and readily admit I had very little to do with its design or construction, other than answer questions for a tremendous thinker, Boston’s Steve Bennett. Bennett specializes in author websites. He developed my cocktail napkin design after interviewing me for an hour with my publicist and one of his […]

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How to Connect with People You Meet

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Ever meet someone and click instantly? Or face the opposite problem: struggling to have an easy, unforced interaction? Chances are you’ve done both. A big reason this happens is due to how the mind operates. People tend to think in one of two directions, either concept-to-detail or detail-to-conclusion. Most people can flex from one direction […]

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