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You’ve been working hard — Coming in early, staying late — So why not reward yourself?Rather than waiting for someone else to do it, Laura Vanderkam (Fast Company) shares 10 ways you can pat yourself on the back.


SalesJournal Store: Mastering Major Account Selling

By Richard Ruff, Janet Spirer

(Purchase this book at the SalesJournal.com store)


Major accounts are not just big little accounts – they’re fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts.

Three core sales performance skills are addressed in Chapter 1 – asking questions, active listening and positioning your capabilities.

Best practices for five business development competencies are explored in Chapter 2: identifying leads, qualifying leads, preparing for calls, handling objections, and obtaining commitment.

Buy It Now!

5 Best Things to Say in an Interview

By Catherine Conlan (Monster Contributing Writer)


The best things you can say in an interview won’t necessarily get you the job on their own, but they can certainly pave the way.

Keep these five things in mind as you go through the interviewing process to give yourself the best chance at landing the job.



Characteristics of High Performing B2B Sales People

By Sales Effectiveness, Inc.

Top Business to Business Salespeople……images

Exhibit Professionalism

High Performing Business to Business salespeople are effective communicators. They are intelligent, highly motivated and competitive professionals, who are liked by their customers and peers as well as management. They are optimistic in face of adversity. They genuinely love their work, and are steadfast in doing what they say they will do.

Are Competent Problem Solvers

They use creative questioning to provoke critical thinking. They listen intently to customer responses. They confirm needs and help the customer visualize the potential impact and value their solution will have on the organization.

Have a Winning Attitude

High performing salespeople are intensely goal and plan driven. They zero in on opportunities to WIN. They make next steps happen to ensure progress in the sales cycle. They are curious learners who recognize that winning begins first with their own way of thinking and positive outlook.

Understand the Importance of Value

They communicate value by their in-depth understanding of the customer’s business and by their compelling product knowledge. They are strategic orchestrators, recognizing that superior value arises through the integration of all the resources the organization can bear on the customer’s business issues or challenges.

Have Passionate Work Habits

Top salespeople are enthusiastic self-starters with a strong commitment to exceed a customer’s expectations. They are idea generators and innovative change agents whose zeal for accomplishment becomes contagious with the customer and within their own selling teams.

Continuously Focus on the Customer

Highly successful salespeople recognize that the customer drives the relationship. They see things from the customer’s viewpoint in balance with their own organization’s requirements. They are diligent in calculating the financial benefit of the solution they recommend to ensure the customer’s acceptance of the value being offered. They build relationships with a cross section of key players by understanding what drives them and how they make buying decisions. Top performing salespeople help customers succeed both professionally and personally.

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What Your Coffee Says About Your Personality

By Meridith Dennes (Project Eve Blog)


A study has found that people who drink certain types of coffee share common attributes.

If you drink a latte, or add milk to your coffee, then you are likely to go out of your way to help others whereas if you prefer to drink decaffeinated coffee you are more likely to be obsessive and controlling.

Clinical psychologist Dr Ramani Durvasula conducted a study of 1,000 coffee drinkers and assessed a number of common personality styles and psychological traits.

These include introversion and extroversion; patience; perfectionism; warmth; vigilance; sensitivity; and social boldness, among others.

Black coffee drinkers were found to be “purist’ and prefer to keep things simple. They were found to be patient and simple but also set in their ways and resistant to making changes.

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How Do You Balance the Holidays and Work?


The holidays are generally a time filled with festivities, good cheer and even better food. imagesSo, who wants to work? Probably not many of us, but in all seriousness, we still need to get the job done despite the holidays and all their inherent distractions. For that reason, we asked Monster members for their tips and tricks on enjoying the holidays while keeping their jobs in balance.

Sales Keynote Speakers – How & Who to Select for the Best Sales Conference

By Steve W. Martin (Heavy Hitter Sales Blog)

Let’s assume you are in charge of planning your company’s annual sales kickoff, the most important sales meeting of the year. You’ve picked the best location, chosen the right hotel, and are in the process of finalizing the meeting agenda. However, one critically important task remains to be completed–you must select the perfect keynote speaker.

There are four main types of keynote speakers to choose from; celebrity, motivational, industry mavens, and sales experts. Celebrities (entertainment stars, sports heroes, business icons, politicians, etc.) will speak mainly about their personal experiences. Conversely, industry mavens are analysts and consultants who talk about current issues and future business trends. Meanwhile, motivational speakers exuberantly try to touch listeners’ emotions. And finally, there are sales experts who share their specific sales-related wisdom and knowledge with the audience.



So, how do you decide which one is right for you? Here are five questions to ask a potential keynote speaker in order to help you determine whether or not he or she is right for your meeting.