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  • Gitomer: Why sales systems fail
    BY JEFFREY GITOMER
    Friday, September 26, 2014 6:00 AM
    I read a report yesterday stating that 70 percent of all sales systems and sales initiatives fail. I have no idea who created that number (personally, I use 74 percent for all my statistical reports), but the point is clear. A system of selling and its accompanying sales process are pretty much doomed to failure before they begin. 
  • McLellan: Lessons from Disney
    BY DREW MCLELLAN
    Friday, September 26, 2014 6:00 AM
     
  • Gitomer: The art of bargain shopping
    BY JEFFREY GITOMER
    Friday, September 19, 2014 6:00 AM
    I’m spending the day at Marché aux Puces, the antique flea market of Paris. Also known as the “Puces” or “MAP,” it hosts 14 named market areas that offer an authentic and one-of-a-kind atmosphere. 
  • McLellan: Are you the next dodo bird?
    BY DREW MCLELLAN
    Friday, September 19, 2014 6:00 AM
     
  • Gitomer: Be a social sales pacesetter
    BY JEFFREY GITOMER
    Friday, September 12, 2014 6:00 AM
    Often referred to as pacesetters, companies that have chosen to embrace and engage cloud, analytics, mobile and social strategies are cleaning the clock of their competitors who have chosen the path of cautious resistance or even abstinence. 
  • McLellan: Insincerity is bad for your brand
    BY DREW MCLELLAN
    Friday, September 12, 2014 6:00 AM
     
  • Gitomer: An overlooked sales power
    BY JEFFREY GITOMER
    Friday, September 05, 2014 6:00 AM
    I see, therefore I learn.
    I see, therefore I think.
    I learn and I think, therefore I reason and respond. 
  • McLellan: How to pick your media buys
    BY DREW MCLELLAN
    Friday, September 05, 2014 6:00 AM
    Back in the good old days, you could advertise in the daily paper, an outdoor board, on one of the local radio stations, or one of three TV channels.  
  • BY DREW MCLELLAN
    Tuesday, September 02, 2014 11:21 AM
    We Iowans take pride in our state’s homegrown successes, be it Dwolla or Pella Windows. Until last week, that list would have included Templeton Rye. Who could resist the company’s story? But apparently, the story was just that. A story. 
  • Gitomer: Ask yourself 'why' to succeed
    BY JEFFREY GITOMER
    Friday, August 29, 2014 6:00 AM
     
  • McLellan: Honestly – it's about honesty
    BY DREW MCLELLAN
    Friday, August 29, 2014 6:00 AM
    I can remember being in one of my undergrad advertising classes and the professor telling us about a recent study that measured the trustworthiness of various professions. Keep in mind, this was 30-plus years ago, but I can still see the slides he used to show us the results.  
  • McLellan: How show rooming effects you
    BY DREW MCLELLAN
    Friday, August 22, 2014 6:00 AM
     
  • Gitomer: What CEOs want to talk about
    BY JEFFREY GITOMER
    Wednesday, August 20, 2014 6:00 AM
    Everyone tells you to meet with the decision-maker – the CEO. However, it seems no one offers any advice on what to say, do and ask when you get to that meeting.  
  • Gitomer: A top-down approach to sales
    BY JEFFREY GITOMER
    Friday, August 15, 2014 6:00 AM
     
  • McLellan: Make a guarantee hassle-free
    BY DREW MCLELLAN
    Friday, August 15, 2014 6:00 AM
     

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