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DECEMBER 21, 2012

Then I created a simple response in a Word document that will change depending upon the time of year. By using a Word document I can quickly copy and paste the message into the LinkedIn internal email system. What I did was to first establish a folder within my email system entitled “LinkedIn Endorsements.”

Follow-up 141

Follow-up LinkedIn Small Business Small Business 141

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SEPTEMBER 27, 2016

Anticipating what the sales lead may ask and having that document or documents ready again reflects your knowledge and credibility. The goal is always to build the relationship while also demonstrating your understanding of the current situation. Being prepared is another aspect of empathetic energy.

Energy 70

Energy Infusion Facebook Up-Sell 70

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FEBRUARY 13, 2015

What does not happen is putting together a well researched, documented strategic plan. The answers to these questions are found within a well documented strategic plan. From this “idea fart,” they find a few clients. Then what happens is they start thinking about marketing. Plans are worthless; planning is everything.

Small Business 70

Small Business Small Business Ideal Customer Profile Twitter 70

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SEPTEMBER 2, 2013

However even the most flexible and successful pilots (think salespersons) have a written course of action with additional documentation to ensure the best, safest and most effective travel. Yes flexibility is required to adapt to the dynamic marketplace. Maybe it is time to be the Captain Wing It with an actin plan to increase sales?

Small Business 152

Small Business Small Business Travel Facebook 152

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DECEMBER 4, 2017

Possibly start a journal and begin to documents what you are doing differently. Think about this question and then schedule some time to write down EVERYTHING you have been doing differently from actual actions to actual thoughts.

Sales Leadership 86

Sales Leadership Journal Facebook Sales Coaching 86

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FEBRUARY 27, 2013

Also I recognized I need to invest some time to set up the iCloud account and download critical documents from my desktop into that cloud server for future access. Right now, not even 24 hours into the acquisition of the iPad mini, I have downloaded the following FREE apps from the Apple iTunes store and have created folders for them.

Journal 128

Journal Coaching Travel Webinar Metrics 128

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MAY 19, 2017

” If so, then it is from that document you derive your marketing strategy. Yesterday I saw a social media post about “how to develop a social media strategy.” ” None of the answers went to the heart of the problem. No one asked “Do you have a strategic plan?”

Social Selling 114

Social Selling Ideal Customer Profile Social Media Media 114

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JULY 4, 2012

Over 225 years ago, the 13 colonies united to break away from Great Britain and have their liberty as they declared in one of the most famous documents in mankind’s history – The Declaration of Independence. Today is July 4, 2012 and in America this particular date is celebrated as Independence Day.

Small Business 128

Small Business Small Business Facebook 128

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SEPTEMBER 12, 2013

The biggest problem is so many small businesses do not have any written business strategy, do not think of structure, have not documented processes and let us not even discuss rewards and people. When there is total alignment, results shine through and so your star is bright in the small business sky.

Small Business 130

Small Business Small Business Construction Facebook 130

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MAY 18, 2017

Now many SMBs don’t have these forward thinking documents and retreat to some isolated bogus marketing plan which usually ends up creating more misguided decisions resulting in more misdirection. Then executive leadership appears to be suddenly confused because results are not being achieved.

Construction 88

Construction ACT Competition Survey 88

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MAY 24, 2013

This usually downloadable document tells a story (think sales pitch) about how a company’s solution helped one of their clients. Visit many websites and you will come across the infamous whitepaper.

Ideal Customer Profile 163

Ideal Customer Profile Exercises LinkedIn How To 163

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SEPTEMBER 24, 2013

When I ask where is this document, the response is “it’s somewhere.” Without this action, talent assessments are being marginalized, minimized not too mention wasting millions of dollars in profits. I cannot count the number of times I have heard from clients and potential clients about taken this or that assessment.

Workbooks 142

Workbooks Margin Facebook Report 142

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JULY 25, 2014

This is when all policies become documented; all procedures noted; and most importantly strategic planning is integrated into all aspects of the day to day operations. According to Peter Christman of The Christman Group , he has seen a significant value gap between sweat equity and actual business value. Unfortunately, for 99.9%

Small Business 118

Small Business Small Business Policies Banking 118

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AUGUST 31, 2013

This document would sum up the activity to date and would be another opportunity to schedule a call with the CEO. .” Failure, foiled again by a secondary decision maker. My suggestion was to send the CEO an executive summary via the regular mail given the success of his initial contact.

Decision Maker 165

Decision Maker Small Business Small Business Call-back 165

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JANUARY 29, 2013

By having a master message created on a Word document allows for a quick copy and paste. By checking this flag several times a day allows you to be far more responsive to those endorsements. All LinkedIn endorsements receive a quick personal LinkedIn message. My email has several folders to better manage my LinkedIn marketing.

LinkedIn 130

LinkedIn Leads Marketing Qualified Lead Top of Funnel 130

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JANUARY 17, 2013

The reluctance to be early adopters or actual small business innovators has been documented by many because this is truly about how people value change. Twenty percent of any given population controls or is responsible for 80% of the results. Not the change jiggling around in your pocket, but the changes in life that impact small business.

Small Business 144

Small Business Small Business Engineering Travel 144

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JULY 11, 2013

We provide HR related documentation. We maximize social media, open web, and business networking. We provide an account manager, optimizing the hiring process. We encourage hiring managers to actively participate. We specialize in hard to fill placements. Cost: 2200.- This could have been $.02 02 to $2,000,000 and it is 100% irrelevant.).

Email Marketing 156

Email Marketing Hiring Marketing Guarantee 156

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MAY 17, 2016

My suggestion was to begin with the performance appraisal and identify the key behaviors he was expecting to observe and document. He then brought up performance appraisal and job description.

Hiring 78

Hiring Construction Motivation Facebook 78

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DECEMBER 4, 2012

This struggle to find qualified sales people has been documented by many staffing to consulting firms such as Manpower’s 2012 Talent Shortage. Finding qualified sales people is an ongoing struggle for many small businesses. Then keeping those sales people is the next challenge. 2007 – #1. 2008 – #5. 2009 – #5.

Sales Leadership 156

Sales Leadership Small Business Small Business Webinar Metrics 156

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JULY 30, 2016

Sales tools such as calendars, sales scripts even word documents that can be easily copied and pasted all allow time to be used to its fullest capacity. If yes, how do you know this to be true? The Attribute Index is the best assessment to confirm your sales leadership talents. There is no down time for top sales performers.

Journal 70

Journal Sales Leadership Call-back Facebook 70

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OCTOBER 9, 2014

People through documented research ( Change or Die ) will not change even faced with facts, fear or force. Human beings are emotional creatures. Sometimes just the thought of changing can become emotionally draining especially when we our resources of time and energy have been depleted.

Face-to-face 147

Face-to-face Energy Small Business Small Business 147

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JANUARY 12, 2016

One of the most common examples of Frankenwords is listening to “legal speech” or reading a legal document. In using Frankenwords, meetings may take twice as long and people are lost when it comes to what is actually being said. He or she probably spoke using “Frankenwords.”.

Engineering 70

Engineering Twitter Facebook LinkedIn 70

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AUGUST 23, 2013

” Sales Training Coaching Tip: Make sure your contact information is on every handout and copyright the document where applicable. Also advise them with a big smile “no sharing with your neighbors.” Next on a flip chart you survey each participant and write his or her #1 goal down and proceed around the room.

Strategy 137

Strategy Hiring Small Business Small Business 137

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AUGUST 9, 2013

As she is new to this organization and this particular document was never discussed nor were there any samples, she reached out to the second in command via a phone call and an email requesting specifics. This report was requested by her boss’s boss. This individual never responded.

Sales Forecasts 121

Sales Forecasts Forecasting Proposal Report 121

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MARCH 18, 2016

The listing agent should have electronic documentation on who has set a showing for the day. As demonstrated by the following comment, this younger real estate agent is relying on electronics to do his work. People buy from people. Making a personal outreach is always far better than stroking the keyboards. Follow up is a mouse click away. .

Real Estate 70

Real Estate Twitter Commission Follow-up 70

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SEPTEMBER 7, 2012

Apple, it appears through a recently leaked document , uses the DISC assessment within its overall sales training. By knowing the buyer within the marketing phase of the sales process can provide an incredible opportunity not to say competitive advantage.

Small Business 147

Small Business Small Business Training Decision Maker 147

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JANUARY 3, 2014

” Second, all processes must be documented, revisited on a regular basis and shared with all employees. First, develop a strategic plan with a long term goal of being such as holacratic business. As had been said so often “Begin with the end in mind.” Third, the right people must be hired.

Lead Rank 129

Lead Rank Small Business Small Business Airlines 129

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JUNE 26, 2015

Documented Historical Behavior Sales Objections. Bad comments can be a disastrous. Some firms actually pay people to watch social media for any negative or even misleading comments because social media is a marketing channel. Any ideal customer can conduct his or her own research to learn if your firm delivers on time.

Objections 70

Objections Marketing Social Media Ideal Customer Profile 70

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FEBRUARY 25, 2013

Then usually the next day using a message that I copied from a master LinkedIn word document for endorsements and invitations, I send a thank you message for the endorsement. When I receive a LinkedIn endorsement, I quickly enter the name into a daily activity book along with the endorsement.

LinkedIn 127

LinkedIn Opportunity Lead Rank Referrals 127

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AUGUST 3, 2012

” The internal customers (employees) are in sales in that they are transferring their feelings to other internal customers be it a request for documentation to collaborative teamwork. . “Sales is the transference of feelings.” Employees are not robots or androids without feelings.

Competition 156

Competition Small Business Small Business Infusion 156

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JUNE 9, 2015

No Document Storage Fees.” .” Now he may be telling me instead of the 6% standard fee for listing and selling, I pay only 3%. Yet he is also telling me he represents the buyer not the seller. The letter goes on and states: “No extra frees. No Transaction Fees. ” I guess he presumes I do not know about these fees.

Direct Mail 70

Direct Mail Marketing Commission Education 70

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JANUARY 4, 2012

From past documentation of my B2B sales cycle, the average time from first contact to sales conversion has been 6 months. However, what I was unable to learn specifically is when they began noticing my postings. Yet through social media this has been reduced to under 3 months based upon receiving the first phone call or email.

Social Media 101

Social Media Sales Cycle Media B2B 101

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MARCH 18, 2015

My suggestion is to determine if your small business has any of these reasons before hiring that next marketing firm to create that potentially very expensive document; pay even more money for advertising to glossy brochures or fancy websites. I can attest these 5 reasons are why the majority of marketing plans fail before they start.

Marketing 70

Marketing Social Media Advertising Advertising 70

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MARCH 16, 2016

1 – The listing agent should have electronic documentation on who has set a showing for the day. A younger real estate agent asked this question: Why does it matter in real estate sales in leaving a business card? He then stated his reasoning for not leaving a business card. #1 Follow up is a mouse click away. . #2

Real Estate 70

Real Estate Social Media B2C Report 70

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MARCH 10, 2015

Unfortunately, negative conditioning from our K-16 experience has us conditioned not to use tests as benchmarks for improvement, but rather as “forget it documents.” Would these sometimes very expensive data collectors and predictors of behavior to motivation become even more valuable? ” Most take the test and forget it.

Data 70

Data Small Business Small Business Motivation 70

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AUGUST 17, 2015

How realtors store their documents is up to them. I called the title company I knew and discovered this is not mandated at the federal level. What is mandated by the Indiana Real Estate Commission is storage for 5 years.

Real Estate 70

Real Estate Conversion Small Business Small Business 70

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SEPTEMBER 27, 2011

There are several strategies to ensure your hiring success including a performance appraisal assessment as well as documenting references. Hiring new sales people or any employees appears to be like a throw of the dice. Additionally, all procedures and policies should be in writing along with expectations.

Hiring 132

Hiring Outsourcing Services Lead Rank Lead Scoring 132