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Scott Pemberton

  1. May

    24

    Will Taking Notes by Hand Make You a Better Salesperson?
    Posted In:

    The unequivocal answer is "probably." But it's an awfully strong probably and backed up in research and in practice.

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  2. Feb

    22

    The Great E-Mail Marketing Myth
    Posted In:

    Mourn no more. Reports of the death of e-mail have been greatly exaggerated.

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  3. Mar

    12

    Hate Cold Calling? Embrace Your Fate
    Posted In:

    Raise your hand if you like to make cold calls. No one? No surprise. In our experience, just three out of every 100 sales reps like to make cold calls. The rest don't like it and aren't very good at it, which may be in part why they don't like it.

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  4. Dec

    18

    An Author? Who, Me?
    Posted In:

    Yes, you can write a book. And, no, I don't mean the one on your nightstand, the one you think you're reading as you doze off and turn out the light.

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  5. Aug

    13

    The 'New' Negotiation: How Good?
    Posted In:

    Make no mistake: Traditional negotiation tactics and strategies are still on the table. But attitudes and perspectives have changed, and changes in negotiating behavior have followed.

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  6. Sep

    22

    New Customer Service Chaos in Big Companies?
    Posted In:

    A few paraphrased responses to a recent inquiry to “the phone company”:

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  7. Dec

    19

    Good News-Bad News for US Manufacturers
    Posted In:

    US companies with sales of $1 billion or more want to make 44 percent more of their products in the US over five years, or nearly half of all their products, reports Fortune (November 17).

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  8. Sep

    02

    Networking's Dirty Little Secret for Lawyers (and the Rest of Us)
    Posted In:

    Why don't lawyers network more? Why don't the rest of us?

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  9. May

    07

    Why Visuals Make Great 'Discovery' Tools
    Posted In:

    Nearly every sales rep uses visuals in formal presentations, usually in PowerPoint. But are you using them effectively in discovery, too?

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  10. Apr

    05

    When Is “Doing the Right Thing” the Right Thing?
    Posted In:

    “Always do right,” Mark Twain once wrote. Sounds simple enough, right? But then came Twain’s inevitable zinger: “This will gratify some people and astonish the rest.”

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  11. Feb

    15

    When a Competitor Badmouths Your Company
    Posted In:

    Occasionally, one of our clients learns about a competitor that tells prospects and even customers something about our client that’s not true or significantly misrepresented.

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  12. Feb

    06

    Can Lawyers Learn to Sell?
    Posted In:

    One of our large, global law firm clients has been tracking the results of our small-group consultative sales training of their attorneys. We’ve trained about 50 attorneys in eight cities. The study is controlled for gender and experience.

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  13. Jan

    28

    What's Your Hunting-Farming Ratio?
    Posted In:

    Does your hunting-farming sales ratio go up and down like a playground seesaw? Or maybe the ratio is lopsided one way or the other and doesn't move much at all.

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  14. Jan

    11

    'Keystone' Habits Key to Productivity
    Posted In:

    In our last blog entry (December 27) we talked about how “systems” might improve productivity better than goals because they tackle the goal behind the goal—buying a car, for instance, not just to buy a car but to have transportation.

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  15. Dec

    27

    Stop Setting Goals: Try 'Systems'
    Posted In:

    No more goals? Really? An interesting thought—and perhaps more so because it comes from Scott Adams, the creator of the cartoon strip, Dilbert. Adams’ running commentary on contemporary business life, though cutting, is nothing if not completely logical and even practical.

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  16. Dec

    19

    The Big Bang of Marketing and Sales
    Posted In:

    In 1993, our firm, Productive Strategies, was born and is now celebrating its 20th year in business. That year was especially significant for marketing and sales because of a “Big Bang” type of event:

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  17. Oct

    23

    Outsourcing for Law Firms
    Posted In:

    A timely, complimentary panel discussion exploring the pros and cons of "Outsourcing for the Law Practice" is scheduled for Tuesday, November 5, from 7:30 to 9:30 a.m. at the Union League Club of Chicago.

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  18. Oct

    21

    Lead Generation: Nurture vs. Nature
    Posted In:

    Today, popular psychology holds that the personality of an individual human being is shaped not by genetics or by environment alone but by an uneasy collaboration of both.

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  19. Apr

    03

    Credit Where Credit Is Due: CPEs for CPAs
    Posted In:

    Our popular consultative selling course, FOCIS, now provides 19 hours of continuing professional education credit for CPAs. That's great news for at least a couple of reasons.

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  20. Oct

    29

    Following Up Means Business
    Posted In:

    How effective are you at following up on sales opportunities?

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  21. Aug

    02

    How Much Are Legal Services Worth?
    Posted In:

    How much are legal services worth? If you’re an attorney, usually more than clients appreciate, right? That’s why pressure to lower fees is everywhere and assumes a variety of forms.

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  22. Jul

    29

    Clarke Cares, Carter Center Stop 'Forgotten Disease of Forgotten People'
    Posted In:

    More than 100,000 highly effective and durable mosquito nets provided by the Clarke Cares Foundation have contributed to stopping the transmission of

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  23. Jul

    09

    Attorneys: Do Clients Appreciate Your True Value?
    Posted In:

    Attorneys have told us about some 30 business development challenges they face, including: pressure to reduce fees, poor ROI on firm-sponsored events, disappointing net realization rates.

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  24. Jul

    02

    Innovation Turned Outside In?
    Posted In:

    “Think outside the box” is a well-worn business cliché. But, like nearly all clichés, at one time it was a brand spanking new innovative idea.

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  25. Jun

    25

    New Handy Guide to Growth
    Posted In:

    Ever wish an expert business growth advisor always had your back? Someone who could help you ask the right questions and guide you to the right answers?

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  26. Dec

    10

    Stop Selling for the Holidays?
    Posted In:

    Business-to-business sellers can come up with all sorts of reasons their prospects and customers just don't buy during the holidays.

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  27. Aug

    23

    Marketers: Beware Customer Service
    Posted In:

    Is your customer service department practicing what you’re preaching?

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  28. Jun

    18

    No Booth? No Problem.
    Posted In:

    For some of us, working a trade show without a booth is like walking a tightrope without a net—exciting and scary at the same time.

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  29. Dec

    09

    National Innovation Award Goes to Client CEO J. Lyell Clarke, III
    Posted In:

    J. Lyell Clarke, III, the president and CEO of our longtime client, Clarke Company, received the 2011 National Membership Leadership Award for Innovation from Vistage International at the group’s national convention on November 4

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  30. Nov

    09

    Client Named #1 "Fastest Growing" by Fortune
    Posted In:

    Congratulations to SXC Health Solutions, a Productive Strategies client that Fortune Magazine recently ranked #1 on its 2011 "100 Fastest Growing Companies" list.

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  31. Aug

    24

    Where Is Clean Tech Headed?
    Posted In:

    Where is clean tech headed? What, exactly, does it mean to you?

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  32. Mar

    27

    Getting Cash Faster
    Posted In:

    Can you speed up your cash flow? A few days ago at home we received an e-mail notice

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