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Articles on managing sales and service

PowerPoint vs. Word: Choosing Well

PowerPoint is often the program of choice for creating any ole document -- and often the wrong choice. For more about how we acquired this bad habit and why you may want to break it, see this article. This article provides tips on which program to use for what. Before you open Word, PowerPoint or Excel [...]

PowerPoint vs. Word: Choosing Well2019-08-13T14:37:24-07:00

Why to Fight PowerPoint’s Power

We all know PowerPoint tends to induce boredom. Despite that, many organizations expect it to be used in almost any setting and for almost any document. This article is about how we ended up here, and why dumping this cultural norm is a good idea. To understand the "power" in PowerPoint, you have to understand what [...]

Why to Fight PowerPoint’s Power2019-08-14T15:40:19-07:00

How to Save the World with Post-its

Think that’s a lofty title? Using the Post-it method, you can tap your creativity, focus effectively, plan and follow through brilliantly, and even sleep better at night. Who knows what that might lead to? The method is perfect when you need to create a report, paper, plan, presentation or proposal. It’s a great tool to use [...]

How to Save the World with Post-its2019-08-13T17:06:06-07:00

The Post-it Method Step-by-Step

Materials: You need a bunch of Post-its and something to write with. It helps to use just one size and one color Post-it. However, that’s not vital -- use what you have as long as they are large enough to write on. However, do not plan to use different colors or sizes to organize, prioritize, and [...]

The Post-it Method Step-by-Step2019-08-13T17:01:17-07:00

Why Making Calls in Class Does Not Work

Someone recently asked me why Savage and Greene cold calling training does not include torturing students by forcing them to make cold calls in front of all of their peers. Well…I slightly edited their question but you get the idea. The short answer: Making calls does not have the desired effect (not even close) and wastes [...]

Why Making Calls in Class Does Not Work2019-08-14T16:28:28-07:00

Recording Calls in Training

“Instead of having participants make calls, we’re interested in having two or three calls made and recording them so they can be analyzed and discussed in training.” That seems like a reasonable compromise but the bottom line is an even stronger “no” because recording involves the issue of consent. If you ask for consent before you [...]

Recording Calls in Training2019-08-14T16:30:37-07:00