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Leadership -- The Best Economic Stimulus Package
[Link2]
by Jeanne Urich and Dave Hofferberth of Service Performance Insight
Are you sick of hearing about economic gloom and doom? Are you looking for some good news that won't cost billions of dollars? Good news is right in front us. Even better, it's something we can put into action immediately, and it won't mortgage our children's future. For a project- and people-oriented business like professional services (PS), effective leadership is the best and most affordable economic stimulus package available.
[Link3]Intuitively, we know that best-in-class professional service organizations (PSOs) are based on exceptional consultants. We also know that it takes strong leadership to inspire organizations to achieve greatness. But what we haven't known until now is the direct impact of PS leadership on the bottom line. We think you will be as astounded as we were to discover that great or poor leadership permeates every facet of PSO performance.
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[Link5]If you've received value from Professional Services Journal, you know that InternetVIZ provides a B2B communication service that presents quality, consistency and relevant content to help in your day-to-day planning and execution. What if you had a custom epublication for your clients with the same value?
Rely on InternetVIZ to create a customized epublication for your company that generates leads, builds trust and brand value with your customers and prospects. [Link6]
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 In this eSeminar, you will learn specific tools for conducting a market-driven approach to prune your services portfolio. Case examples of companies show how to successfully focus and prune portfolios, reduce wasteful expenses and increase growth and profitability
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If you've received value from Professional Services Journal, you know that InternetVIZ provides a B2B communication service that presents quality, consistency and relevant content to help in your day-to-day planning and execution. What if you had a custom epublication for your clients with the same value?
Rely on InternetVIZ to create a customized epublication for your company that generates leads, builds trust and brand value with your customers and prospects. Get started today!
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Stimulating professional services ... King Content … Shorter sales cycle ... 23 ways to motivate
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Jack Scharff
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How about providing a stimulus package to professional services? [Link1] our feature story to find out how you can do that with leadership. Want to entertain and captivate readers with King Content? [Link2] to make content more relevant. Can you shorten the professional services sales cycle? [Link3] the 10 Commandments and you can.
Out of ideas how to boost morale? [Link4] to put the rah-rah back into your employees. Most of us have been in situations where we can't communicate a message to the top because of roadblocks. How do you work around this to tap into decision-making power? Readers would appreciate your advice.
We want to make sure the newsletter's content remains relevant to you. Please take a [Link5]. You could win a pair of Garmin Rino 110 GPS. Thanks for reading.
-- Jack
If you would like to unsubscribe from this newsletter, please click on link at bottom.
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[Link1]The Ten Commandments For Shortening Your Sales Cycle (Over Time)
[Link2]
by John Doerr, Rain Today
It usually takes a long time to find a shorter way. ~Anonymous
[Link3]I spend a good percentage of my time selling. I also teach selling to professional service providers. And one issue that comes up time after time is, "How do I get prospects to buy faster? Why don't people respond to my proposals, my calls, my emails, or me? How do I shorten the sales cycle?"
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Content Truly Is King
[Link2]
by Jack Scharff
Bore me once, shame on you.
Bore me twice, shame on me.
This twist of the "Fool me" axiom applies to email newsletters and campaigns. A recipient often opens the first mailing to see what it is. If the content is not relevant or interesting or entertaining or educational, the chances of him or her opening a second mailing are slim.
[Link3]Is this worth my time? Is there something here I should know? Is there a good idea here for me? Did I enjoy reading this?
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 | How the Best Bosses Find Focus
[Link1]
by Patricia Sellers - Fortune
Five Things John Madden Teaches Us about Leadership
[Link2]
by John Baldoni - Harvard Business
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 | Last Issue's Dilemma:
[Link2]
Naturally, we're all worrying about the economy and keeping our jobs. Our business is off, and the environment for my staff of 12 feels gloomy. I don't think we'll need to cut staff, and I've let them know that. But everyone still acts very nervous.
How can I cheer them up? How does a "We're OK" group luncheon sound? Or, should I do my cheering up on a one-on-one basis? Thanks for your help.
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-- Harold, Staff Manager
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[Link3].
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This Issue's Dilemma:
[Link1]
One of our biggest challenges is accessing power within our clients' organizations. I'm interested in learning about "secrets" or techniques that others use to identify and access power. Or do I need to stick with the old-fashioned way by starting with a low-level manager and working my way up to avoid "going around" management? But when I do this, the message rarely reaches the top. [Link3]
-- John, Business Development
[Link4]Can You Help?
[Link5]. You could win a digital camera.
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 | Referral Madness
[Link1]
by Skip Anderson - Sales Bloggers Union
B2B Lead Management Success Checklist
[Link2]
by Mac McIntosh - Sales Lead Report
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 | Soft Skills: The True Life Blood of a Healthy PS Organization
[Link1]
by Mark E. Sloan - PSVillage
Delivering Bad News and Getting Good Results
[Link2]
by Kevin Daley - MovingAhead
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