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10 Principles of an Effective Collections Policy

For many people, just behind their fear of public speaking is their disdain for having to collect money owed. For salespeople who work on commission, few things can wreck a day faster than a note from the accounting department requesting an update on a past due account. They don’t like the idea of working for free, yet many are afraid of upsetting their client by asking for a status report on an open invoice. If they
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Being Thankful is Good for Us and Good for Business

Thanksgiving has traditionally been one of America’s favorite holidays. Abraham Lincoln receives credit for establishing a national Thanksgiving Holiday in 1863, hoping in part that the establishment would help to heal the wounds of a divided nation. On December 26, 1941, President Franklin D. Roosevelt signed a joint resolution of Congress, for the first time making the date of Thanksgiving a matter of federal law a
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Why Web Tracking Software is a Double Edged Sword

If you’ve ever shopped online for anything from Amazon, Loews, Macy’s, Target or any other major retail website offering e commerce, you’ve probably noticed that you continue to see ads for that same product for weeks afterward on websites that have nothing to do with shopping. Several years ago I was in the market for a Weber gas grill. While I found it interesting that EVERY site I went to that offered the make and
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Perfection is the Enemy of the Very Good

Perfection is what many of us are striving for. Coaches and athletes strive to play the perfect game. Business executives and politicians strive to negotiate the perfect deal. Adults with children strive to be the perfect parents. The list goes on and on. Striving for perfection is commendable… to a point. We can all get better at everything we do. Continuous self-improvement is one of Stephen Covey’s famous “S
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Ad Sales is a Noble Profession

Many people today view careers in Sales with disdain. Salespeople are “always trying to sell you something you don’t need; at a price you can’t afford”. Films like “Tin Men”, “Glengarry Glenn Ross”, “Used Cars” and others celebrate (often humorously) the less than honorable profession of selling stuff to unsuspecting and often naive consumers who buy from salespeople who possess an engaging demeanor and a “gift of ga
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Accountability is a Good Thing!

For many people, any mention of the word accountability strikes fear into their hearts. Parents tell their kids they need to be accountable for their actions. Boards of Directors tell Presidents, who tell Vice Presidents, who tell Regional Directors and so on down the line about how they need to be held accountable to their budgets and the company’s performance. Sales managers tell sales people they will be held acco
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Why Being Thankful is Good for Us and Good for Business

Thanksgiving has traditionally been one of America’s favorite holidays. Abraham Lincoln receives credit for establishing a national Thanksgiving Holiday in 1863, hoping in part that the establishment would help to heal the wounds of a divided nation. On December 26, 1941, President Franklin D. Roosevelt signed a joint resolution of Congress, for the first time making the date of Thanksgiving a matter of federal law a
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Top 15 Attributes and Practices that make a REALLY Great Boss

With rare exception, no matter what position we hold in a company or organization, we all report to someone. That someone directly affects what job function(s) we perform, and often impacts how well we perform them via the training, coaching and tools they provide. Top companies hire the best managers and provide them with the best tools and training available so that they in turn can provide them for their employees
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The Use and Misuse of Research

Years ago a terrific boss and good friend taught me a valuable lesson when it comes to the use and misuse of research; “Good and Bad are Only by Comparison”! Analyzing or conveying data to employees or clients/prospects without placing the information into proper context is at best an exercise in futility. Assuming that the data you have is accurate, having the “What” doesn’t do you much good if you don’t know the “W
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LinkedIn and the importance of Branding Ourselves

By Bob Bugle As we’ve detailed in a previous edition of Bugle Calls, the overwhelming majority of the communication between people has nothing to do with content. 70% of what we convey to each other is nonverbal (appearance, body language, facial expression, eye movement). 20-23% of communication is tonal (volume, pitch, and pace of speech). Only 7-10% of communication is content. As a result, people are “hard
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