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A Dream to Run the Perfect Company (The L.L. Bean Story)
L.L. Bean was born in 1912, when Leon L. Bean (who was orphaned at age 12 and left school after completing the eighth grade) designed his own boot with a leather upper and rubber bottom. According to...
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How the Best Execs Get to the Top: Q&A with Joe Nocera
They make friends. They hire smart. They take the hits. For New York Times business columnist Joe Nocera, who has written about the Buffetts, Eisners, and Trumps of the business world for more than 25...
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How to Move Up in Your Organization: 4 Tips from Legendary Leaders
If you’re interested in moving up to a higher position in your organization, prove you can think strategically — beyond quota — toward the good of the company as a whole. Use these tips to get started....
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Seven Motivational Questions for Sales Managers
The universal question all sales managers ask is: How can I motivate my people? Through hundreds of research reports, one message rings loud and clear: to increase motivation, create an atmosphere...
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Lessons in Determination: Remembering Muriel Siebert
This week we mark the anniversary of the death of financial-industry pioneer Muriel Siebert with this history of her perseverance in the face of rejection and adversity. — Selling Power Editors Muriel...
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4 Habits Leaders Should Lose in 2015
We tend to start the year with the best of intentions and high hopes. But sometimes our bad habits are hard to shake. This year, think about saying goodbye to these four simple obstacles that often...
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Three Action Steps to Avoid Lackluster Sales Quarters
By David Hubbard When revenue starts to go off plan, your gut reaction as chief sales officer or vice president of sales is probably to ratchet up the activity level of the sales force. You know the...
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How to Build a Great Relationship with a New Boss
Working with a new boss can be a tense experience. In his book, The First 90 Days: Proven Strategies for Getting Up to Speed Faster and Smarter, Michael D. Watkins outlines a comprehensive program for...
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9 Things Sales Leaders Need to Know about Communication
by Patricia Fripp, CSP, CPAE Do you have big ideas for success? Do you know how to communicate those ideas to your team and to colleagues? Without communication skills, sales leaders will flounder and...
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A Survival Guide for the Chief Revenue Officer: Your First 90 Days on the Job
By Russell Sachs With one in five Americans planning to change jobs this year, you soon may be one of millions who find yourself at a new company. For those in a high-pressure field like sales, making...
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