Blog | Page 5 of 136 | New School Selling

Why Effective Sales Training, Sales Management and Marketing Advice Is Ignored

Today my CPA visited for her quarterly review of my books. Like many CPAs, she provides business consulting in addition to traditional accounting services. Her clients, like mine, are primarily small business owners, entrepreneurs, and solo practitioners. I always enjoy talking with her and picking her brain about what she sees going on in the local […]

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What Motivates Prospects To Make A Decision?

Perhaps the answer to this question can be found from Barbara Fredrickson, Ph.D., a research psychologist at the University of Michigan, and a vanguard in the field of Positive Psychology. According to Fredrickson, negative emotions get people to act in particular ways or what she calls “specific action tendencies.” Most of us know this as fight […]

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