A bothersome factor of selling is the notion for organizations to corrupt selling. Nothing happens to organizations unless something is sold. However over 92% of many organizations never invest in their sales departments. To avoid this issue:

1. Stop sales training. Training is an event not a process. Nothing happens in a seven-hour day. The desired output is to alter behavior, this does not happen in a day.
2. Create KPI. Selling requires measurements. Sellers need to measure their success and sales managers need to inform them constantly.
3. Conflict. Mix it up. The problem with sales managers today is the inability to confront employees about workplace issues.
4. Accountability. Create measurements of success and hold individuals to them. Stop the procrastination; they are the frontline to your revenue destiny.
5. Hire Correctly. Stop hiring bodies and employ individuals with innate talents that can handle your frontline. Nothing substitutes passion, conviction and talent.
6. Self Mastery. Good selling professionals provide methods of constant improvement. Always question the sloths that expect your organization to provide their education.
7. Create a selling culture. Everyone in the organization must become involved in the effort. Refrain from compartmentalization.
8. No contest. The best selling professionals do not require contests and challenges they are constantly motivated.
9. Seek best practices. Emulate the best practices from the best people stop trying to correct those that cannot be altered.

10. Lead Generation. This is the most prevalent portion of selling. Do not worry about supplying leads to the sales department. All professionals must create pipeline opportunities.

11. Share the wealth. Stop paying selling professionals so much. Lethargy is created when professionals believe they have a “cushion” and little upside potential.

12. Pre-Board with Onboarding. Create a process that quickly encourages knowledge of the company, competition and the industry.

13. A view from the bridge. It is great to sit behind the desk and command all but to create a selling culture you must lead by example. Move away from the desk and partner with your sales people. Leaders must meet with customers too.

14. The new economy. Recent surveys show that companies cut back on their sales force when they need the help the most. Why invest in new computers, or new logo when your front line is more important.

2010. Drew Stevens PhD. All rights reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.

Popularity: 18% [?]

What do you see when you look in the mirror? This is not a trick question. Yes you see you. I am often amazed by the amount of individuals that own and operate businesses that constantly look in the mirror and only see themselves. The world of sales and marketing doesn’t operate from selfishness and conceit. Consumers today demand value and most importantly respect. Therefore several issues are most prevalent

1. Operate from the other side of the mirror. Stop thinking about yourself and your business and think from the customer perspective.
2. Provide value. Refrain from the folly of features speak from what is most imperative to the consumer.
3. Stop speaking. Start questioning. You discover more when you are not talking.
4. Stop the tactics. Operate from a strategic perspective and the driving force of your organization.
5. Engage the client. Seeing from the customer’s eyes means providing them abounding customer service.
6. Surprises. If you do not want any, mystery shop your own organization similar to a customer. Ensure service and support permeate the organization.

If you take just a few moments each day to envision issues from the client perspective you will create better returns and more revenues. Seeing things from the eyes of the customer alters perspective and initiates better value. What do you see when you stare into the mirror?

©2010. Drew Stevens PhD. All Rights Reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.

Popularity: 18% [?]

In the world of science, medicine, and spirit, there are some practitioners who understand that knowledge must start from within. Knowing yourself is the foundation from which we can build positive change and understanding. Knowing yourself gives you the bedrock from which your beliefs and furthermore your decisions will be made.

The amount of information you know about yourself may be pushing you forward or holding you back. Susan Shapes Success shows you how to learn more about yourself than you thought possible. While life was busy keeping you away from yourself, Susan Shapes Success coaches will share with you the path to an open relationship with yourself.

In spiritual circles the knowledge of self was the goal. Teachers were showing the path to enlightenment from within rather than pulling in all the outside sources first. Truth is security in self. Consciousness is within and not outward. Only after learning about yourself will you be able to amplify your life.

In many Sanskrit cultures the omnipotent danger was always lack of understanding and acceptance of self. Teachers showed by example the path to conscious awakening. Buddha was always “awake” and it is only through self that one can become successful at these practices.

Successful executives are able to create effective solutions to business problems. Successful leaders delegate power from a central point outward. Happiness begins from within. The type of person or task may change but the essence of acceptance and success comes from an internal happiness that only certain people take the time to learn and practice.

Just because you have never started before, there is nothing stopping you know. In fact, Susan Shapes Success can explore your own understanding of yourself and how what you don’t know may be holding you back.

~ SY

Recommended reading: Aptavani 12

Popularity: 5% [?]

A great place to start learning about networking your Mac computer is through the use of an Ethernet connection. As a physical presence in your home, the Ethernet cable connects your cable modem to your desktop computer or to your wireless router. In this instance, you will have enabled a small network that can be accessed by users who come into contact with your network and have the designated privileges to interact with it. Desktop, laptop, and mobile devices mostly connect to the Internet for browser capabilities but they do not necessarily connect to each other’s files, as supported by the use of a home network.

User-friendly shared storage is the next step in creating an Ethernet Shared Storage solution for you, but before we get there, the first step in Mac networking for beginners is to go back to the modem and work your way up from there.

Ethernet cables are the most commonplace solution for interconnecting computers within a network. Once the connections have been made, it is up to the drivers for each machine to run the requests and deliver the information from the data source. To best serve beginners, we will create a network with the Internet and the other machines in your home or small office.

Ethernet is an easily-integrated solution. It works extremely well between wireless output and optical delivery of information to servers a user wants access to. An Ethernet network involves the type of equipment you are likely already familiar with. When your computer was first taken out of the package and set up, chances are you worked with Ethernet then, so there is no need to stress when tackling this simple process.

Ethernet cables connect your computers to the network of the Internet. They are similar in appearance to telephone cables but are unique in their design. A “cable modem” (probably based on the DOCSIS Standard) receives and sends signals using the coax cable TV cable already in your home. This is the most common form of Internet delivery to homes today, but once the cable ends at the hole in the wall, you need to be able to get from the cable to using Internet on your computer using Ethernet technology.

Inside the home, your Mac will network with the Internet using an Ethernet connection to either a router, an Ethernet hub (a tool with several Ethernet ports which allows multiple devices to connect to the network or computer), or directly to the cable modem supplied to you by your ISP (Internet Service Provider). The router directs the network’s traffic by sending and receiving information packets. Add a network switch or a wireless router to your network using Ethernet and your network can now negotiate a large number of users working together at the same time on the same files.

A network in its simplest form is two computers hooked together using an Ethernet cable. It’s called a crossover network and they are the easiest networks to build. These networks can use standard “RJ45” connections or are using CAT6 and CAT5 Ethernet cables which are typical in networks like this. A Mac crossover network is the simplest form of Mac network; two machines sharing files and operating as closely together as possible. When you begin to add more machines and users, however, you need the help of Servers, multi-port Ethernet cards, and/or switches, to deliver high-speed data services reliably. This equipment is often recommended because it negotiates through sensitive data manipulation and file security to maintain a balanced network. Connecting computers to an Ethernet network will reduce congestion and network bottlenecks. This type of basic network is thee easiest choice because of price, value, and lowest up-front cost to implement.

About Small Tree

Designer of simple-to-install and affordable Mac-based networking and shared storage products, Small Tree is the premier multi-port Ethernet networking technology provider for OS X customers, enabling cost effective Ethernet shared storage technology. For more information about the company and its products, please 1-866-STC4MAC (1-866-782-4622 ), visit their website or follow Small Tree on Twitter.

Popularity: 5% [?]

Many years ago while participating in track and field my coaches typically spoke of cadence. In fact, many athletic events use cadence in their respective performance. Football players have a cadence before each play, dancers have a cadence in their performance and coincidentally those that sell require a cadence.

To perform at a higher level in selling products and services, one must have a certain cadence in delivery and building relationships with clients. Here are some of the things required to assist with your cadence:

1. Confidence. Consumers invest in those they know and trust. However, they also invest in the conviction from the selling representative. Your cadence will be affected by the highs and lows of your confidence.
2. Presentation Flow. Presentation is where it all begins. Know what you want to say, how you are going to say and but most of all listening is more important then speaking.
3. Preparation. One cannot have cadence if there is a lack of preparation. Understand how your services can assist the buyer. Look at issues from the perspective of the buyer; think output. What can you deliver that can aid the client?
4. Presence. When you look good, you feel good. Sellers need to dress the part. Invest in good clothes, and groom well. Be noticeable when you walk into a room.
5. Poise. Buyers implicitly affect tempo with questions and concerns. Remain neutral during volatile periods with proper research and preparation. The better you plan the less likely impact to your poise.
6. Equality. When you formulate equality with the buyer there is better conversation. Your interaction should be a meeting of peers, anything less is a vendor.
7. Labor Intensity. Relationship building is must easier, and you have more swagger when you meet only with decision makers. Gatekeepers waste time and affect your confidence. Meet and greet only those that understand your value.

The concept of cadence is formulated from continuous learning and practice. Athletes and dancers practice daily to broaden their strengths. They understand the value of self-mastery, learning all they can to heighten their performance. Take the first step and before you know it you will be swaying with the music.

2010. Drew J. Stevens PhD. All rights reserved.

Drew J. Stevens Ph.D. (Dr. Drew) is the author of Split Second Selling and the soon to be released Ultimate Business Bible and six other business books on sales, customer loyalty, self mastery and business development solutions. Drew helps organizations to dramatically accelerate revenue and outstrip the competition. He conducts over 40 international keynotes, seminars and workshops per year. Dr. Drew is the founder of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website or call 877-391-6821.

Popularity: 5% [?]

Some history on Shared Storage.
Shared storage was considered the orphan of networking. The fact that it was available went widely unnoticed until it began to develop into something more than hardware without a purpose other than to house old files. Technology grew much like a family as each new format was developed and introduced. As Shared Storage needs grew, so did the speed requirements and capacity needs too. Now there were more ways to save data then ever before and new programs that were keeping proprietary files safe with proprietary file names and applications to access that data, from where ever a user was on the network. More computers meant more people using computers and while everyone was creating new files, storage companies were developing storage devices that could hold more and retrieve faster. The next hurdle in the evolution of virtual shared storage was the ability to connect different users to the same information. This was where software and hardware took different paths. With the more choices that were made available, separate systems could become one within an organization that depends on collaboration. Shared storage was being connected, but somewhere in the middle the desire to create channels to handle the traffic halted the advancement of many Ethernet networks simply because IT managers were being led to believe that Fibre Channel would be the only thing to give them the performance they were looking for. The truth is that while FC does advance speed in the web of users, the only thing that held Ethernet back was the software. After all Ethernet has been around a very long time. The ability to handle more traffic and connect to more pre-existing connections was in place. Because the infrastructure within offices and corporate headquarters around the word are were wired with Ethernet, the new costs of developing a new Fibre Channel network, or maintaining an existing one, was considered exorbitant when compared to the performance and price that Ethernet could offer. The simple fact that developers created the newest Ethernet protocols to handle surges, bottlenecks, speed, and security through scalable systems equaled the ability to upgrade a pre-existing network within a corporate system. This also meant you could do so without the introduction of Fibre Channel, and without the need for multi-manager departments to maintain the equipment and data when specialized companies that are responsible for introducing the new drivers to the public were becoming readily available.

What Happened to Ethernet?
Budgets killed the Ethernet. When mainframe systems operating FICON and ESCON followed the lead of fibre optic advancements as the natural “next step” in the evolution of shared storage and network capabilities they took a leap of faith that fiber channel was the manifestation of the future. What happened to Ethernet was that all the best dealers and developers of software platforms and storage devices stuck with Fibre Channel too. All of them left Ethernet alone in the 90’s and now what is left behind is an underutilized string of hardware and software capabilities going untouched. The cost of enterprise storage networks is staggering and the lost value is just as embarrassing when you consider that the savings could mean the difference between success and failure of some mid-sized companies struggling to compete and an ever-increasing competitive global market. What they don’t know will hurt them if they choose to move ahead without first taking advantage of Ethernet Shared Storage capabilities linked together on pre-existing Ethernet grids.

Whats Happening to Fibre Channel?
Fibre Channel is given a place to be and everyone knows where it will reside. If not properly watched and constantly managed, the network is an over developed money pit sustainable only by the biggest budgets. The reality is that for most companies who need shared storage, Fibre Channel has moved on. Fibre Channel consistently works for the massive databases that run e-commerce online today, but for a lot of creative designers who rely on collaboration between project partners, the Ethernet now has the promise of giving more for less right where it’s needed, within deadline, and on budget like never before.

About Small Tree
Designer of simple-to-install, affordable Mac-based networking and shared storage products, Small Tree is the premier multi-port Ethernet networking technology provider for OS X customers, enabling cost effective Ethernet shared storage technology. For more information about the company and its products, please call 1-866-STC4MAC (1-866-782-4622 ) or visit www.small-tree.com or follow Small Tree on Twitter.

Popularity: 5% [?]

Your health is an important aspect of your happiness. Basically, it is hard to feel good when you feel bad. The modern medicines of today are well prepared to take you from not feeling good to any place you want to go. Modern medicine is something to be appreciated but also questioned. Your health is at risk and what you don’t know about all the medicine is that you should know more.

Silver

(Currently, the FDA (Federal Drug Administration) has banned the use of metals as an over-the-counter alternative medicine. The results of a discussion can be found here http://www.fda.gov/ohrms/dockets/98fr/081799a.txt)

Silver has been used in medicine for over 50 generations by doctor’s and health practitioners who appreciate the healing power of Silver. Silver used in a colloidal mixture has proven itself over and over again to be a safe an effective disinfectant and germ killer.

Used for wound care, infections, and germ eradication, Silver is a premier “old world” medicine that works. The FDA has chosen to see the adverse effects of Silver when used outside of recommended doses and for recommended treatments. In an effort to eliminate the risk of Silver to the public, the FDA has chosen modern medicine over old world practices that work. http://en.wikipedia.org/wiki/Medical_uses_of_silver

Gold

Gold has been considered to be a great way to reduce inflammation in the body. Inflammation specifically caused by arthritis is a focus of the curing abilities of metals like Gold, Silver, and Copper.

Gold is a metal that accumulates slowly in the blood stream, acting on a time release by natural means, Gold has reduced the pain and inflammation of patients over hundreds of years and generations. Properly prescribed and medicated individuals can feel relief from the swollen joints and aching nerves. Cartilage can finally get a chance to rejuvenate and heal. Gold is one of the purest metals and can be dosed accurately according to science. The FDA does not approve of the use of gold as a medicine because of the side effects of misusing the drug. Eliminate the drug and you eliminate the risk of death due to poor product, use, or misuse of the healing power of Gold. http://en.wikipedia.org/wiki/Gold_salts

Copper

Copper metals in the blood stream at correct levels can improve skin conditions that are chronic. Returning the elasticity of skin cells back to normal allows wounded areas of this important organ to heal. Psoriasis, rosacea, and other skin conditions can be affected. Improvements can be realized with the help of copper compounds in your healthy diet at appropriate levels and monitored by a practicing physician. http://en.wikipedia.org/wiki/Antimicrobial_properties_of_copper

Once again the FDA does not recommend the use of Copper metals because the misuse can cause health issues and even death when not used properly. The recommendations of some metal medicine companies far outreach the potential benefits of the actual product. Consumers should be ware that there are products that are not made of the metals Silver, Gold, and Copper.

These metals should be considered drugs and any drug taken should be recommended by a physician or an experienced practicing alternative medicine healer. Never ingest gold, silver, or copper medicine without first receiving a recommendation from a member of the medical community.

(This article does not come from the medical community and should only be used to ignite your interest in this type of treatment and not be considered a recommendation. Research the potential for you, and find agreement within the medical community.)

Susan Shapes Success founder Susan Yakima uses products like these to improve her health. With the help of a practiced healer, Ms. Yakima is able to experience better health by living an active lifestyle that incorporates a number of modern and old-world practices for her fine tuned health regimen. “I am healthy and I know exactly what makes me feel so good!” ~SY

Check-out the Alchemist Workshop for more great information on the uses of precious metals medicine: The Alchemist Workshop

Susan Shapes Success is available to you right now. Just fill out our 7 question questionnaire and get a free success tip right away!

Popularity: 5% [?]

During my workshops I frequently speak of the need for selling professionals to be prepared for every selling situation. With the lack of selling methodology and training amongst 92% of the selling population there are a number of gaffs during the sales day.

After a relaxing Independence Day weekend, I returned to several emails. One of the most striking included the following, “I realize that your company may be too big to have a need for our training materials, but I liked what I saw on your webpage and I thought it might be worth having a conversation.”

While I honor the selling representative for having the gumption to connect, their lack of knowledge for my firm is alarming. Worse yet, there exists the typical bromide of “what you can do for me approach”. Selling professionals must refrain from selling products and begin to realize the need to invest in and develop relationships. Consumers buy from those they know and trust and this begins with intellectual dialogue based on objectives and values.

If there is a desire to invest in a relationship then:

1. Conduct fundamental research on the company and establish need.
2. Get introduced to the economic buyer through a third party.
3. If a cold call is required, ensure the focus is on objectives and measurements of success.
4. Conduct research on the true economic buyer, blind messages to gatekeepers will only get lost.
5. Stop thinking of input; consider how your product or service will benefit the customer. Think of external value end the selfishness and focus on the prospective client.

Before you pick up the phone or key a letter:

• Know the customer.
• Know the industry.
• Know the competition.
• Know your value.
• Know your differentiation.
• Know your value proposition.
• Know your output.
• Know your decision maker.
• Know your time frame.

Customers are too busy and not inclined to have their time wasted on the folly of sales commission. The only methods of competitively selling today include differentiation, value and output. Anything less is simply a waste of the selling professionals time. How much do you know?

© 2010. Drew Stevens PhD. All rights reserved.

Drew Stevens is one of the world’s leading authorities on Sales Marketing & Business Development Solutions . Drew is the author of the successful sales process book Split Second Selling. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Acceleration. To discover how Dr. Drew can assist your organization visit his marketing and sales website.

Popularity: 5% [?]

Susan Shapes Success

08/08/08 Shape Shifting Interview

Please listen to the rebroadcast from 08/08/08 of Lisa Bonnice as she talks to Elizabeth Anne Hill and Glenna Dietrich, creators of An Interview With The Universe, a three-CD set. Visit www.interviewwiththeuniverse.com

Information from leading spiritual practitioners expressing the universal understanding and the perception of changes going on in our universe right now. Playing with codes and words to achieve a higher understanding of the world surrounding us and our perception of the world’s intent on our busy life.

Popularity: 5% [?]