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Last Updated Monday, July 2, 2007 07:11 AM Texas Time

Paula Parisot's
Blog Column
photo of Paula Parisot

July 13, 2007

Funnel Upside Down Cake
By now you probably have been schooled in the “sales funnel” theory and the process of how your prospect base is whittled down to your buyers. Well, here’s a new take on that funnel and why it needs to be turned upside down for maximum efficiency.

Michelle Nichols interviews Ron Hubsher in her lastest Savvy Selling podcast for BusinessWeek.

read story from BusinessWeek

July 12, 2007

Bad Seeds
Enjoying your sales career is key to its success. And you cannot enjoy your job – waking up every day Monday through Friday to it – if you have a client or clients that make you miserable. It almost always happens; there's always at least one client you dread meeting with, they beat you up on the price, waste your time, and just downright take advantage of you on a consistent basis. Two words: Drop them.

If you cannot look forward to going to work you might as well give it up – you are doomed.

Elain Brodsky and Pamela Mitchell share with readers at Inc.com tips on how to gently let go of those bad apples before they spoil what should be your barrel of fun.

read story from Inc.com

July 9, 2007

What Do You Think?
If you have not enjoyed the level of sales success you have been seeking it might be that you are not in the right frame of mind to do so. Self-image and inner beliefs can keep you from attaining your ultimate goals.

Denise Corcoran, business and leadership coach shares with readers at BusinessKnowHow the seven traits of greatness and how you can harness the power of your mind to take you to great heights in your sales career.

read story from BusinessKnowHow

What it Takes
A set sales process, skills set and discipline are three required components of a successful sales career, Jeff Thull says. But, which skills belong in that set?

Thull shares with readers at Inc.com the top five skills you need to succeed including how to research and prepare, diagnose the situation, quantify the results, collaborate with the prospect and communicate properly.

read story from Inc.com

read hundreds more sales stories in archived blog entries

  Paula Parisot reports news and reviews sales books for MortgageDaily.com.

articles by Paula Parisot

Email Paula at: PaulaParisot@CloserBlog.com

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