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2/3/2012 11:41:45 AM
An EAP's bond with a consultant/broker is one of the most valuable to the organization. A strong connection generally means increased revenue for the EAP. However, the bidding process can often seem a lot like a dating game. This article gives you the steps in determining your most desired brokers/consultants and how to work with them.
By Shelley K. Plemons
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1/1/2012 10:06:00 PM
As discussed in our previous article, selling can no longer be the function of one person or one department, all individual business functions need to support the company mission by embedding a sales culture within your organization. In summary, it is about creating a sales culture that permeates every layer and aspect of the business operation--from product development to customer service.
By Shelley K. Plemons
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12/1/2011 9:37:00 PM
Article in the December 2011 issue of the EAR Report. Whether you have a sales force or not, building relationships with potential clients is imperative to growing your business. Selling can no longer be the function of one person or one department, all individual business functions need to support the company mission by embedding a sales culture within your organization.
By Shelley K. Plemons
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11/17/2011 12:50:09 PM
Getting noticed and seperating your company from the rest of the pack is a comnon problem for employee assistance programs. EAPs that succeed have a charp focus on their customers, and leverage all of the many channels available to attract business. You can create a marketing plan by following six critical steps.
By Shelley K. Plemons
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9/13/2010 11:35:00 AM
As a sales consultant, I often meet with executives to discuss their hiring needs. They will generally describe their ideal sales candidate as a people person, outgoing or an extravert. While these are all good qualities, they don't truly describe the skills set needed to bring in record-breaking amounts of revenue to a company.
By Shelley K. Plemons
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8/30/2010 11:30:00 AM
Continuing educating is required for some industries, but is necessary for the survival of all working professionals. Some of the best businesses require extensive training for the sales team and even the entire company. Though it can be expensive, it is necessary in order to ensure consistency throughout the team, learn about new trends and reinforce a positive sales culture.
By Shelley K. Plemons
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8/9/2010 11:18:00 AM
Sales people haven't always had a positive image. Much of that could stem from how they are motivated to succeed, through payment structures which include bonuses or commissions based upon meeting (or exceeding) sales goals. Those goals tend to require a more assertive or overly aggressive behavior, all in the name of higher profits.
By Shelley K. Plemons
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7/21/2010 11:04:00 AM
Every organization has a distinct culture. Some are casual and relaxed while others are more professional and competitive. It is difficult to say which produces greater revenues, but what is clear is the culture must be one that supports the sales department. A quick assessment can help you determine if your company is focused on bringing in new business.
By Shelley K. Plemons
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7/19/2010 10:54:00 AM
Health care is a broad industry that includes several specialized markets, and each niche has its own prescription for marketing. Urgent care centers provide an interesting case study. More exam rooms continue to open throughout North Texas at a rapid pace. Healthy campaigns rely on frequency and reach that thelp patients recall, through their medicine-head fog, that a physician is near-by, and scheduling is convenient.
By Shelley K. Plemons