Monthly Archives: January 2012

Another “Birth of a Salesman” excerpt – CHAPTER 5 – OVERCOMING OBJECTIONS

Chapter 5: OVERCOMING ALL OBJECTIONS, FOREIGN AND DOMESTIC Overcoming objections is like a Presidential debate; all eyes are on you and if you fail to address every issue on the table, you lose. This, I’m sure, is the chapter everyone … Continue reading

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CHAPTER 7: BATTING BURNOUT (Whether Real or Imaginary) – another “BIRTH OF A SALESMAN” excerpt!

Chapter 7: BATTLING BURNOUT (BE IT REAL OR AN ILLUSION) Anyone who meanders through days, months and sometimes years of the same general activity with little deviation in their charted course will face something commonly referred to as “burnout.” Or, … Continue reading

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“BIRTH OF A SALESMAN” excerpt – MANAGEMENT AND LEADERSHIP

Chapter 9: HOW TO BE A SUCCESSFUL SALES MANAGER (AND OTHER STORIES) While not everyone is interested in management as their eventual destiny in the sales world, it can even be valuable to an employee who strives to do well … Continue reading

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