Category Archives: Sales | Management | Leadership

The home of the Un-Sales Manager and the articles I wrote as part of Sales Management 2.0. In this section I let my inner social scientist and sales geek loose in an effort to make the world a better place free of bad sales experiences! I also have a strong management and leadership background so I write my thoughts about faith based servant leadership and management techniques that will help you grow personally and professionally.

Do you have a selling system?

Having a selling system helps you achieve your goals. Systems are Important

Sales managers… What are you doing for your staff? I know you hold training sessions, set goals, monitor performance, and keep people accountable. We all do those things. What separates great sales managers from the average is the ability to help salespeople build good habits, learn discipline and follow a consistent selling system.

We all want every sale to be form fit to the customer based on a relationship we have developed and leveraged over time. This helps us develop an ideal solution for each client. I also know that most salespeople will use this desire for appointment customization and relationship building to fight you on the development of any sort of sales system. I am here to tell you this is a huge mistake. Systematization is central to effective selling. It keeps us on track, it prevents us from forgetting key steps in the process, and it ensures we are efficient with our time.

So ask yourself: Have I helped my staff to develop a solid selling system that works? 

This does not have to be complicated, but it helps to have a strategy. Imagine a football team trying to play a game with no pre-set plays? Nobody knows what is going to happen next and while some plays will work, most will end in disaster. Are the players inflexible and unable to customize when running plays from the playbook? No, because they have a set of option strategies they can implement to adjust plays. My goal for my staff is to provide them a framework to follow and then give them a series of plays and options to run based on what they find. This leaves them free to do what they need to but they are never far from the known path.

Example: My Telemarketing Strategy

For an appointment setting call for my staff the framework looks like this:





Start Date 


I have them write this on a piece of paper and make sure they have covered every point before asking for an appointment… The “Plays” are how we move from point to point depending on how things are going. It’s not a lock step script just a simple framework that lets them know where they are and when they have enough information to ask for an appointment.

For Further Study

I love Brian Tracy’s Advanced Selling Strategies. In this book, Brian will share with you strategies, tactics, and the mindset you need to develop your own system and close more deals. If you are looking for more of a cookbook approach I think you should consider Neil Rackham’s SPIN Selling. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation’s massive 12-year, $1-million dollar research into effective sales performance. This groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.


For Discussion:

So let me ask you this: Does every member of your team have a well thought-out strategy or are you letting them shoot from the hip?

Pursue REAL happiness!

It's important to achieve balance in lifeYou can have everything and not be happy.

Have you ever realized that what you want is right in front of you and what you think you want is a load of crap? I have been pretty reflective lately in regards to my current level of happiness. This has led to some great conversations between my wife and I about where we are in life and our careers. Because of these conversations, we have come to some realizations about some things we were chasing.  Maybe some of those things are not so important and that we should focus our energy on some new things going forward.

A Successful Career Does Not Equal Happiness

I love my girls and I love my wife… but I have given a lot to my career and I sometimes wonder to what end? I make good money, we have a stable life, cool stuff, and I am upwardly mobile; but are we happier than we were 10 years ago? Have our problems and stresses been reduced? Not really. I make literally 3x what I made 10 years ago and none of those things are measurably better so whats it all for? Kristy and I have really been talking about this and it’s kind of awesome… I’m excited because we are trying to get the ball rolling on some BIG life changes that we feel would simplify things, reduce stress and bring us closer together as a family. I’m not ready to spill the beans yet, but it’s HUGE and exciting.

The Duck Song

So what got me thinking about this? It’s another edition of Songs That Get Stuck In My Head! This is one I found on YouTube Thanksgiving day while playing with the girls… They loved the song and I have to admit it’s a catchy tune, but the story spoke to me as well… Give it a listen and let me know if it talks to you.

PS: When we DO make those changes you will know because it’s HUGE! 🙂

Further Study:

If you are considering rethinking things in your life I highly recommend ONO, Options Not Obligations: Enrich Your Personal Life by Rethinking Your Financial Life by Mark Warnke. This book has helped me reshape how I think about things and is a book for people who like the idea of family first entrepreneurship.

For Discussion

Where is your focus right now? Are you happy with where you are in your life? How about your career? Do you have the family relationships you would like to have? What can you do to start moving the right direction?

Selling is Caring… Really!

Helping Others Gives Success True MeaningGreat Salespeople Care About Others

People are going to think I’m crazy for saying this but it’s true. Great selling is 100% about caring. Think about the best buying experiences you have ever had. Did it feel manipulative? Could you see the awesome closing techniques they used? My guess is no.  A great sale feels very natural and “good”? We think we are helping people by sharing all the awesome features and benefits we know and showing off our expertise and product knowledge, but we are not. I think Theodore Roosevelt nailed it when he said: “No one cares how much you know until they know how much you care.”

A great sale should feel very natural and ''good'' #sales Click To Tweet

The best Buying Experience

For me, the absolute best buying experiences have been with salespeople who really got to know me. They were not technique laden “hunters”, “killers”, or “closers” (believe me I’ve done this long enough that I can spot them!). They were genuine people who took an interest in me, understood my problems and goals, and set out to present me with well thought out solutions.  All of them had good habits and techniques. However, they were not focusing on themselves or on those skills, they were building a relationship.

I’m Not a Sales Apologist

Really I’m not. I make good money helping people improve their sales technique. Moreover, I think it’s important that you regularly practice those techniques so you can perform with smooth flawless delivery. However, I do not think they should be your focus. Good technique is there to assist you in staying on track, gathering information, and presenting well thought out meaningful solutions to your client’s problems.

An Example

A great example of this is the real estate agent who sold me my 2nd house. When we met for the first time he sat down and talked to my wife and I like you would expect.  What surprised me was that he also took the time to talk to my kids and see what was important to them. He was really trying to understand what all of us were looking for so he could meet all of our needs. He then laid out his plan. First time out 5 houses absolutely no offers. Next time out 3 houses no offers, but we will really like these houses. Then on the third time out 2-3 houses and a solid offer on the house we would buy. To be honest at this point I was like NO freaking way! How does he know this?

The next thing he did was lay out his plan. First time out 5 houses absolutely no offers. Next time out 3 houses no offers, but he promised we would really like several of these houses. Then on the third time out 2-3 houses and a solid offer on the house we would buy. To be honest with you, at this point I was thinking NO freaking way! How does he know this? What if I like the first house I see?

So the first time out we looked at 5 houses and he did not sell one bit. He was in the background watching everything. He watched my kids, listened to my wife an I talk about what we liked or didn’t, and when we left he would ask questions. What really blew me away was when I’d say things like: “I really loved that deck!”  he would say “Yes it was very nice, but did you see Sophia trying to get up and down those steps?” Me… “Ya I guess I did.  They were really steep and there was no rail.” We looked at a lot of nice houses That day. They were all very different and we had things we liked about all of them. We didn’t place an offer. However, it felt like a productive day overall.

The next time out we looked at 3 houses and we loved them all… same story. Lots of questions and interaction paired with great feedback that led us to reconsider. Then on the third trip out we looked at 2 perfect houses and placed an offer.

This salesman did a lot of things right and he had great technique, but his goal was to build trust in himself and his system. He did that very well and we sent referrals later. He did a great job not just because of his skill but because he was a good guy, a professional, and was sincerely interested in helping us get the right home we would love.

Closing Thoughts

I do not care what you sell… your customers have goals, dreams, and desires and if you focus your sales strategy on these things you will close more sales. If you are looking for a good read on how to master building relationships and hone your technique I highly recommend Joe Girard’s How To Sell Anything to Anybody. This book has had a very powerful influence on my selling style and helped me mature from a skillful sales person to a true professional.

For Discussion

I’d love to hear about your GREAT sales experiences or tragic failures and how you think caring played a role in that experience… As always I promise to replay back and keep the conversation going!


Are Your Social Media Connections REAL Connections?

Are you real? Are your “friends” real friends?

In this social media enriched world, we are more connected than ever before, but are we REALLY connected? Are your Facebook “Friends” really your friends? If they are, do you ever show them the REAL you? I’ve been thinking about this a lot lately.

Social Media Buzzwords and Fake Gratitude

In a private Facebook group I share with other bloggers/web entrepreneurs I shared a rant today about the word gratitude… I’ll spare you the details, but my point was that the word was getting thrown around like a buzzword when no real gratitude was being shown, and I was irritated because I had done nothing to deserve thanks or gratitude. Anyways… I’m rambling, but my point is we all go through the grocery checkout line and ask the checker “How’s your day going?” And they always say “Good and you?” and you always say “Good”… but is it REALLY good?  I’m thinking about Kansas City Chiefs Linebacker Jovan Belcher… How many people ask him this question and what was his answer? I don’t know where I am going here, but I feel like we need to make more of a connection with the people we interact with daily.

So many people are out there surrounded by “friends”, but feeling so alone. We need to make an effort to be real with each other. To share our thoughts and feelings. To say what’s on our mind. If you do this you may irritate some people, but I also feel like people will get you… They will know you care, and if you are willing to ask sincere questions and give real answers when you need your friends your REAL friends will be there. You may also luck out and get a chance to help a friend in need. This may sound like personal advice, but it’s also good leadership advice too. Think about your staff… what do you know about them? Do they trust you? Are you real with them? or are you putting up a front?

If you are serious about building real connections you should look at Craving Connections: 30 Challenges for Real Life Engagement by Crystal Stine. In this book, she will help you create better connections with God, your friends, and your community.

For Discussion

How many social media connections do you have? how many are “real” connections? What can you do to connect better with others?

Why Gamification Fails!

Why Gamification Fails

Why Gamification fails… Just a few quick thought on this topic before I go to bed tonight. I think about this a lot because as a sales manager I see “games” put out by senior management all the time that are not well thought out and poorly implemented. They push these to the field and then no one engages with the “game” because it’s neither interesting or fun, then one of two things happens. Scenario 1: Mid management pretends it was successful inspiring additional time wasted on something no one cares about. Scenario 2: There is tremendous bellyaching from the field and the idea is chalked up as a loss and never done again.

So the question is: Why does gamification fail and what can we do about it? I think I can sum up the problem in one word. Engagement! The number one problem I see with “games” put out by management is there is a LOT of thought as to how to manage and measure the metrics the game is designed to improve. There is also a lot of thought and effort put into the collection of data and additional work placed on lower level managers to track and report results, but very little thought is given to why anyone would want to play the game in the first place. Herein lies the problem… games like this may inspire a few people but most employees will ignore them.

Why? Because we failed to engage them. When designing these games there are two key things that need to be thought about. First, what key metrics am I trying to improve (The more there are the harder this is to do), and second how can I ensure that the maximum number of people are actively engaged? Our problem is we talk a lot about the first issue and very little about the second.

I’ll talk about how to do this tomorrow, but for now I’d like to hear about your experience with games managers have made and what your experience is with them as a developer or player. Were you engaged? Why or why not?


PS: If you are looking for a GREAT book on gamification and how to make it work I recommend Reality is Broken. It is truly fantastic and will change the way you think about gamification and what it can do for you and your business.

Why Do I Blog?

Why do I blog? Why do I blog? Why does anyone blog?  Well they are both good questions, but I can only share with you the answer to the first question… The real answer to the next one is hard to nail down because everyone has their own reasons. What I can do is give you some insight into mine.

When I started blogging back in 2006 on my first blog it was because I wanted to share my thoughts on sales and management with the goal of networking with some like minded people, sorting out my thoughts, helping other people and maybe picking up the occasional consulting gig.  To be honest, it worked fabulously! I met some great people, secured several consulting jobs, and even launched a social network and podcast called Sales Management 2.0!

My next blog was a health and fitness blog called Running For 365 Days. On this blog I shared my experiences as a runner. When I started this blog I was just starting my doctoral program, so it fell apart after a few months because I was simply too busy to write as much as I wanted to (daily). At the same time I was also trying to launch an education blog to share my experience in my doctoral program, but again it was all just too much.

That brings us to this blog: Just My Life in Words or The Uber Geek! This is the place where I am pulling it all into one place. It lets me blog about all the things I care about, but if it takes a few weeks to come up with something on one topic it’s no biggie because I have probably written something on at least one of the 15 topics I am covering.

Now that tells you what I have blogged, but not really why… Well it sounds silly, but in part to change the world. I think about a lot of stuff and I am a pretty smart guy so I like the idea of using the internet to leverage my voice and spread ideas. I also do it to help and inspire others. I hope that people will read about my thoughts on leadership, sales, and sales management and learn that the industry is about helping people and not making a quick buck off someone. I also hope they will learn that you don’t have to be a pushy jerk to be successful as a sales manager. I hope people will see how I lost over 30 pounds so far eating paleo and running and give it a go! I’m a geek and I like to share cool things and share games I think are fun! I’m also in the dissertation phase of my doctorate of education where I am studying gamification so this lets me flush out thoughts and network with others interested in my topic. Finally I have 2 beautiful girls who I love very much and I hope long after I am gone they will be able to read my thoughts and take a little something from it that will help them out some day, or maybe gain some insight into who I am as a man and not just as their father.

As you can see I am just one person and I have a LOT of reasons why I blog and I can promise you this is not an exhaustive list. So the real question is why do YOU blog? If you don’t why SHOULD you blog? Share your thoughts in the comments. I’d love to talk to you about it!


PS: If your looking for a GREAT book on how to get started blogging I highly suggest you check out Pro Blogger by Darren Rowse! It’s truly fantastic and will help you with all aspects of blogging whether its as a career or hobby!

I Thought You Were a Customer???

NoI’d like to share a classic story of how to NOT close a sale. I was shopping at Costco with my friend Terry the other day for a few things we needed for the office, and like most people, I love Costco because I generally find several things I never knew I needed until I serendipitously stumble upon them. Such was the case on this day. While walking the isles looking for external hard drives, and a few other relatively inexpensive items I stumbled across a special events vendor selling a Murphy Bed that was built into the coolest book-case/ cabinet I have ever seen. This thing was beautifully designed and engineered and I REALLY liked it. I spent probably 10 minutes looking over the three display models, commenting on the features I saw particular value in and complementing the salesman (who I later found out owned the company) on the quality of the product. I was even talking about where I would like to have this product in my house. I was basically sold on this product, but now I will probably never buy one!

Why might you ask?

I ask the man for some sales literature and a business card and as I walked away he said “That’s too bad… I thought you were a customer!” My first thought was What the hell! Are you serious? Do you REALLY expect me to drop 5K on a product I just stumbled upon in Costco without talking to my wife or making some kind of plans for how to pay for this? The words that came out of my mouth as I looked over my shoulder were briefer though…  ”I was…”

Not “I am” or “I will be” just a simple “I was”.

I understand what he was trying to do, he was trying to close a sale, but a close like this almost never works. In fact, its poor sales skills like this that got this blog started nearly 5 years ago. What he should have done was temperature checked me before I left with a simple question like how would you like to have one of these in your home, and then saw where I was in the buying process, collected my information and followed up in a day or so. This simple change could dramatically improve his close rate and the reputation surrounding himself, his company, and sales force. People don’t generally spend 5K on something they saw for the first time in a Costco. They may on your sales floor, but that’s a different scenario… I came for that product, I am interested in it, and I wouldn’t be there if I did not on some level want to buy it. It is important as sales people to understand the purpose of each event you are in. Are you generating leads or closing sales? When you are asking yourselves these questions keep in mind your customer, your product, and your venue. you could have a very different sales cycle on your showroom floor, at a home show in a high-end neighborhood, and in a suburban Costco. That doesn’t mean there are not buyers in all of those locations. What it means is that you may have to approach buyers differently in each location understanding the individual wants and needs of that market.

I am sure this guy was just frustrated… He had probably shown that product to 500 people who were all very interested and didn’t buy. What I experienced was the result of that frustration. However, what he should have done was stepped back and analyzed what was happening and come up with a new strategy. My suggestion would be lead generation, I would still close for sales, but if I couldn’t get it I would go back and add 400+ names to my database and follow-up with great customer service. It’s not a fast buck, but I am SURE my way would have sold a few more beds and at 5K each I think it’s worth the effort.

What would YOU do?

Have you had an experience with a salesperson for a quality product that went terribly wrong? Share your experience in the comments. I’d LOVE to hear about it!

Self Reflect, Recharge, and Redirect for Success in 2008!

Wow what a year! I don’t usually share personal information in a coaching post, but in this case it is appropriate so here we go!

I have not blogged since October, and it has really weighed on my conscience, because I feel a commitment to my readers to continue to put out good information, and inspiring posts on a regular basis. On the other hand, I am a sales manager with commitments up, down, and across my organization to meet as well. Up to my boss, his boss, and the rest of the way up all the way to our shareholders. Down to my team, where I have to make sure 14 families get fed (have you ever thought about your responsibility that way?). Finally, I have obligations to my peers to generate the revenue that keeps our location running and growing. Needless to say if you examine this too deeply you can easily get overwhelmed!  This is probably not how most sales managers think about their job… Most of us only think about ourselves and our commitments up and limitedly across the organization.

I am on vacation right now, and with rest comes reflection… I have had a great year this year. I won two “Recruitment Team of the Quarter” awards, and capped off the year with a “Northwest District Director of Recruitment of the Year” award. In addition to that, my team set two quarterly sales records for our site, and also set an annual sales record! All great stuff, but if your company is like mine; and it probably is, you know in the next year I have to exceed all of those goals by at least 10% with limited additional resources! The short lesson is while missing the mark is not good for your long term longevity, neither is exceeding them by too much!

Now to the point of this message! I was reading the Simple Truths Newsletter today, and ran across this video clip. It is a great video about teamwork based on the United States Navy’s Blue Angels. This video gave me the starting point to several pivotal questions I plan to reflect on going into the New Year. Questions like:

  • At what level does my team operate?
  • Is it time to (or how can I) raise the bar?
  • What is the center point of MY team? (What is it we rally around?)
  • What values do we share?
  • Do those values align with our purpose, mission, and actions at every level?
  • Am I willing to sacrifice individual gain for the good of my team? Are my team members?
  • Do I lead by positive example?
  • Do I always and consistently behave in the way I expect my team members to?
  • Am I tapping into the strengths every member of my team brings to the table?
  • Am I communicating effectively and efficiently up, down, and across my organization, and is that communication open and honest?
  • Am I providing the most effective training possible?
  • Does my team prepare to win? Do I? How could I do that better?
  • What am I doing to improve my own attitude, and the attitude of everyone I come in contact with?
  • Do I strive for perfection by focusing on incremental improvement?

In order to operate at 100% efficiency we need to take the time to regularly self reflect, recharge, and redirect our efforts.  The impossible is only impossible until someone does it… In this article I have shared just a few of the questions I will be answering myself over the rest of my vacation. More importantly I’ll be sharing those answers with my team at our first Friday training of the year and seeking their input as well.

My team had a great 2007. Better in fact, than most people thought possible. 2008 brings bigger and better things for us. We will have to beat all of our previous records to bring home another victory.

The definition of insanity is doing the same thing again and again and expecting different results. Clearly to set new records we must change the way we operate. We must go from being a good team to being a GREAT team. This exercise is the first and most important step.

I started out this article talking about commitments, and after some additional self examination, my writing here is also an important step in my own personal and profesional growth. It is where I think things through, and share with my peers what is working for me and why. So now it is time to end with my commitment to all of you! I am committing to writing two substantive posts per month, and several (I don’t want to limit my self by putting a number on it) shorter posts to fill in the gaps. if you catch me slipping e-mail me!

I hope this exercise was helpful. I would love to see some of the questions you thought of in the comments section. Good luck to everyone! I hope you all have an outstanding 2008!



The 10% Principle.

I want to start this post off by thanking my friend Sean for sending me this link. I have fallen out of the habit of writing like I should during our busiest quarter of the year at work, and this was just the thing I needed to get me going again. The funny thing is I have had this same talk with several of my sales people in the last week as we were planning out the new “plan year” for them.

 The subject of that talk was what I call the 10% principle. In my experience the difference between the top and bottom performer on a team is usually less than a 10% difference in conversion percentages. However that small difference in performance can equal 200% or more difference in salary. On my team my top producer converts leads at about 7% and my bottom at about 4% and the difference in what I pay them is… well lets just say its a lot since several of my staff read this blog.

 So that brings up the question how do you get that 10% improvement? The same way you eat an elephant. One bite at a time. To see how I teach my staff to break down their conversions take a look at my article Start With the End in Mind. This article will give you the basics on how to dissect and analyze your conversion data. Once you have done that find the places you could do better in and try to get 1% better in one area this week, then next week pick a different area and try to improve that area by 1%. Over time these little 1% differences in your conversion funnel will pay huge dividends over time.  

This is one of the pivotal principles I teach my staff. With out this level of understanding of your conversion data I do not think you can maintain  longterm success or make significant improvement.

If you did not watch the 212 Degree video it is worth 2 minutes of your time… Click here!

Carnival of Sales & Management Success – September 11, 2007

Welcome to the August 15, 2007 edition of carnival of sales & management success.

Please forgive me for taking such a long hiatus from my blog. As many of you know I work in for profit education as a Director of Recruitment and the months of August and September can be very difficult to say the least. The good news is school is starting this week, and things will be back to normal for me very soon. I have quite a collection of articles in this carnival posting. I hope this will tide you over until I get out a new post later this week. Thank you again to everyone for being so patient!

Gustav S presents 10 Reasons why only 4% of the population achieve their goals posted at

Gavin Ingham presents Getting in the right state versus getting in a right state posted at Jooplar.

Jane Chin presents A Danger of “Too Much Experience” posted at On Careers and Life, saying, “How often are you the victim of your own knowledge and experience?”

[email protected] presents How to React to Criticism posted at Get More Done with Activity Logs, saying, “Receiving negative feedback is never easy. But when you understand how it can help you accelerate your career, you might begin to view criticism differently.

One of the factors that distinguish expert performers from everyone else is how they interpret and use criticism. Instead of trying to avoid it, top performers welcome it and use it to significantly enhance their performance.

In this issue we share a strategy you can use to benefit from criticism, rather than feel hurt by it”

Karl Goldfield presents Building a plan Part 5: Seeing the results first – Thank you Mr. Covey posted at Coaching sales champions.

Ivan Rios presents How to Deal With Envy posted at

Ivan Rios presents Mistakes Happen: How Do You Respond? posted at

Ivan Rios presents When To Lose posted at

Sagar Satapathy presents Startup Required Reading: Top 100 VC Bloggers posted at Bootstrapper.

George Courtney jr presents Ten Ways To Torpedo Your Sales Pitch posted at The Authentic Bartender Blog.

Bhupendra Khanal presents Cost of Retention Vs cost of Acquisition posted at Analytics Bhupe, saying, “There is nothing called cost of customer acquisition or customer retention, all cost are to improve the product offering and service.”

Jack Yoest presents Close the Sale: Make the Pain Worse posted at, saying, “30% of people admitted to a hospital’s emergency room feel no pain.

There might be a sucking chest wound or a missing limb, but nothing hurts.

An anesthesiologist will still administer an anesthetic not only for the pain, which might come eventually, but to also still the patient. To keep the patient quiet, sedated, compliant.

So even though the patient was not in pain, he still got a pain relieving solution.

(The Alert Reader will remember that Your Business Blogger once worked for Mallinckrodt — but only on the medical device side, not the drugs.)

Sales is sometimes the same way. A solution to the customer’s problem should be provided even if the patient customer feels no pain.

So how does the professional sales representative sell when there is no pain?

Your Business Blogger suggests that the sales rep doesn’t.”

Charles H. Green presents Deer in the Headlights Decison-Making > Trusted Advisor Associates > Trust Matters posted at Trust Matters, saying, “When faced with surprise sebacks the way most people react is to just do the same thing – they freeze, and can’t adapt. Some people, however, can. Why?”

wilson ng presents Going to the Top too fast posted at Reflections of a BizDrivenLife, saying, “Success is intoxicating, and we all desire it – if possible, we would like to have it thrust upon us as soon as possible. However, scaling up too fast can be dangerous, and success that is easily won can as easily be lost or worse, can hurt you as much as failure does.”

Gary van Warmerdam presents Being Optimistic With Awareness posted at Happiness, saying, “In the best selling book Good To Great Jim Collins advises us of the perils of being optimistic. That same awareness can serve us in other areas of our life as well. The key is to have the awareness to discern the good optimism from the dangerous optimism.”

Moneywalks presents Ways to Avoid Procrastination posted at moneywalks.

[email protected] presents A Motivation Secret of Top Performing Managers posted at Get More Done with Activity Logs, saying, “A Motivation Secret of Top Performing Managers
August 7th, 2007
A frequent question we get from managers at all levels is how to motivate consistent high performance from others.

In today’s business environment, you can’t force anyone to do anything.

As a manager, you need to think of yourself as leading a volunteer army. In the words of President Dwight Eisenhower, you need to get people to do what you want them to do because they want to do it.

The fact is, psychological research proves that praise and appreciation is far more effective than threats or punishment regardless of what you want people to do.

When people want to do something they tend to put in more and better effort than if they believe that they have to do it. And in this issue we share a motivation strategy that you can use to encourage this kind of voluntary contribution from everyone around you.”

Uni presents My ?Proof? of The Law of Attracion-in action (adimin post) posted at You Deserve More, saying, “A cute Law of Attraction story!”

Alvaro Fernandez presents Training the Aging Workforce posted at SharpBrains: Your Window into the Brain Fitness Revolution, saying, “A clear trend that will influence how sales Reps (and all staff) are trained.”

Andrea presents One of my (Andrea) favorite “fun” books – not busi… posted at Fail Your Way to Success!.

Charles H. Green presents We’ve All Caught the Detroit Disease posted at Trust Matters, saying, “As the US car industry continues its inexorable decline it’s worth looking at why and asking if other business are also exhibiting the symptoms of the “Detroit Disease”.”

Christine Scivicque presents 5 Simple Steps to More Professional Writing posted at The Executive Assistant’s Tool Box.

David Kam presents Give Gifts to Market Yourself posted at

Louise Manning presents Are You A Good Facilitator? posted at The Human Imprint, saying, “Facilitation is an acquired skill and the ability to facilitate effectively improves more and more with experience.”

Matt Hanson presents Matt’s Creative Advertising Blog » Blog Archive » Custom Made Jingles, Commercials and Music for Television and Radio posted at Matt’s Creative Advertising Blog, saying, “Looking for the right sound and company to produce that sound can be somewhat tricky, especially if this is your first run with TV or radio. There are a number of things to look out for in terms of getting the best price with a great sounding commercial.”

Eric Hudin presents From iPhone to YouTube – The Viral Marketing Method posted at Everyday Marketing Ideas, saying, “Many businesses take advantage of the newest marketing method available: viral advertising. Different marketing strategies are employed by product and service providers, channeling popular and existing social networking communities online.”

Chris Russell presents Enhancing Human Performance posted at Productivity Planner, saying, “Knowing why people behave the way they do on the job is the key to gaining commitment to continuous improvement. A manager must understand peoples needs in order to increase motivation and therefore meet the needs of the organization.”

Stacey Derbinshire presents Leveling the Playing Fields posted at Starting a Small Home Business, saying, “The lifeplan of school, college, and get a job is the paradigm most are trained to follow. However, only a small percentage of those who follow this plan end up with any level of wealth or financial satisfaction in their secular life.”

Ben Yoskovitz presents Ignore a Customer’s Lifetime Value at Your Own Risk posted at Instigator Blog, saying, “Too many companies and people ignore the lifetime value of a customer, and don’t pay enough credence to word of mouth.”

Millionaire Mommy Next Door presents Evaluation is Critical for Success. How to Measure Your Progress. posted at Millionaire Mommy Next Door, saying, “I have learned from past experience with my other projects, goals and small businesses that it is crucial to monitor progress using analytical measures. Regular evaluations of any project are important for keeping it on track and in alignment with one’s vision. Today, on my one month blogiversary, I am illustrating this important evaluation process.”

edithyeung presents 7 Phrases Successful People Would Never Say posted at Edith Yeung.Com: Dream. Think. Act..

Luke Houghton presents Making the right decisions posted at Luke Houghton, saying, “Learning to make the right choices”

FitBuff presents I Can Stand My Stand Up Desk |’s Total Mind and Body Fitness Blog posted at’s Total Mind and Body Fitness Blog, saying, “Anyone who spends most of their day sitting down, especially those working from home, should consider a stand up a desk.

It’s now been one month since I set mine up, and this article chronicles how it has improved my posture, productivity, and performance.

Plus there is a short video to show you how to set one up yourself for free to try out.”

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