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The Sweet Spot
The “sweet spot.” You may look for it while driving a golf ball, hitting a line-drive or returning a tennis serve. It’s an elusive (but not unattainable) swing that gives you max..
Practice Makes Permanent
When you do something over and over again, you’re practicing. And when you practice enough, you attain…permanence. Unless you’ve attained perfection, repetition will achieve per..
Sales and Public Speaking
Sales are often closed in a one-on-one setting. They may sometimes be inked in a small group setting (for instance, the salesperson and the two partners of the purchasing company). Rarely, though,..
Persistence Over Greatness
You can’t win them all. Just ask the 2007 New England Patriots.They had a stellar 16-0 regular season, won both AFC playoffs, and then lost the Super Bowl to the New York Giants. The Miami D..
Another Happy Client
We always love to hear good feedback from our clients, but it’s a really special day when a client reaches out to tell one of our team leaders about his exceptional Executive Scheduling Asso..
Adventures in Scheduling
Our scheduler Melissa was sending follow-up emails after reaching out to financial advisors via phone. One particular advisor responded with an unusual request. “I’d be happy to me..
As a salesperson, your job is to sell, right? Okay, yes…fundamentally, it comes down to sales. But only half of your job is producing the numbers that justify your position. The other half ..
Uncovering Pain Points
A while back, we discussed pain points (http://esasolutions.com/posts/emotional-decision-making) – the problems a client has that you may be able to solve with your products and expertise. ..
We talk a lot about how much sales has changed in the past decades – no longer are salespeople the smarmy, fast-talking, used-car-salesmen types of sitcom fodder. Instead, a sales career has..
Overcoming Cognitive Biases
Cognitive biases run our lives, whether we realize it or not. They get a bad rap, but they can often be useful. For instance, when you’re walking down a set of steps, your brain mu..
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