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LeadershipTraining Video

Controlling Rumors

In this Quick Take, you will learn: The role managers play in spreading or defeating rumors Why rumors are a symptom of a larger problem – and why you must…

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SalesTraining Video

Texting Prospects: Should You or Shouldn’t You?

New ways to communicate create new opportunities – but also new challenges – for salespeople. And it’s hard to know what the rules of engagement are. When businesses first began…

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SalesTraining Video

Relationship Building: Trust and Expectations

Every salesperson knows that customer relationships are built on trust. But there’s a little-known element of trust that many salespeople overlook. In this Quick Take, you will learn: The true…

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SalesTraining Video

Winning Complex Sales: Finding Your Champion

Some sales are straightforward: You know who the decision maker is and how he or she will make the decision. But most sales – especially big sales – are anything…

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LeadershipTraining Video

Empowerment and Accountability: How Much Rope Should You Give Your People?

Should you let people manage their own projects, or should you ride hard on them? Research suggests that the answer is “both.” When you create external accountabilities for your people,…

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LeadershipTraining Video

Coaching: How to Help Employees Bounce Back After Failure

Some people bounce back from mistakes – even big mistakes – with grit and resolve. Others feel crushed, lose confidence and stop doing the things that made them successful. They…

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SalesTraining Video

Why Salespeople Just Can’t Shut Up

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SalesTraining Video

Negotiations: Should You Justify Your Price?

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