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Ten "Selling" Mistakes New-to-Sales Professionals Make and How to Avoid Them
By Douglas Kolker
Good at what you do, but not quite as good at selling it? Frustrated by your sales challenges? Shorten your learning curve - and the time it takes to fill your client list - with these tips on avoiding the most common sales mistakes.
Mistake Number One: You are not as comfortable as you would like to be in your role as a salesperson.
If you've felt the pain of 'unsuccessful' sales calls, you've already discovered that giving the information to the prospect isn't always in your best interest unless you have "qualified" the prospect and the prospect has "pain" an emotional reason to make a change (not just an intellectual one).
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Are you ready to transform your life and/or your career, but need help figuring out "what next?" Do you know that there must be "more to life," but you aren't sure how to go about finding it? Do you want to join the journey to financial success by making a commitment to uncover and eliminate unconscious barriers to your success? If you answered YES to any of these questions, please join us for a WITITalk Teleclass. Participants in these teleclasses have made major changes in their lives, after just the first class!
Respect Is A Gift Worth Giving
By Jane Herman
Respect is both a feeling and an action. Thus, we can both "feel" respect (i.e., deference, honor or esteem for someone or something), and "show" respect (i.e., by treating someone/something with honor, deference, consideration, or courtesy). While we can have respect for lots of things (e.g., other people, institutions, traditions, ourselves) ultimately it all boils down to the same bottom line - respect for "people". After all, people are the creators and sustainers of institutions, traditions, etc. and when we feel or show respect or disrespect for these creations we are respecting or disrespecting the people who support and sustain them. Respect is personal; it is person-to-person. Respect is a gift you can give to yourself and others or withhold, but when it is withheld both the giver and receiver are diminished.
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Ten Keys to Choosing a Perfect Career Coach
By Miriam Reiss
Yes, you can read some career books, take a workshop or two, and network, but that won't make you competitive in today's market. Consider the possibility that maybe it's time to skip your usual frugality, and hire a career coach to teach you shortcuts and help you launch a smarter campaign. The time and effort you save will more than pay for itself, not to mention your bigger salary. Here is my Top Ten List on how to shop smart and find your perfect career coach...
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Miriam, as a WITI Member, submitted this article to WITI for publication. Do you have expertise to share? WITI gladly accepts submissions for publication. For more information or to make a submission, please visit the Members' Area.
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Women on the Move
Kimberly Shanahan appointed client partner with Korn/Ferry International's Global Technology Market.
Kimberly J. Shanahan has joined Korn/Ferry International's Northern Virginia office as a Client Partner in the Global Technology Market. Korn/Ferry (NYSE: KFY) is the premier provider of executive search, outsourced recruiting and leadership development solutions.
Prior to this appointment, Ms. Shanahan was Director of Corporate Strategy and Business Development for MCI. In this role, she developed MCI's next generation wireless broadband strategy, built and managed strategic relationships and launched new wireless broadband markets across the U.S. She was recruited to MCI in 2004 to develop and lead the company's executive recruiting strategy across all functions and geographies. Prior to MCI, Ms. Shanahan spent five years with another global executive search firm, where she primarily handled Board of Director, CEO, COO and CFO assignments for technology companies in North America, Europe and Asia/Pacific. Earlier, she was a consultant with DFI International and the General Operations Marketing Manager for a large national association.
"Kim brings the ideal mix of business and technology acumen to her role at Korn/Ferry," said Richard Spitz, global managing director of Korn/Ferry's Technology Market. "Our clients will no doubt benefit from her expertise and we are pleased to add her to the team."
Do you have an announcement or promotion you'd like to share? Use the form in the Member's Area to send us your news to appear in the Strategist and also on our website. If you prefer, you can also email the editor.
WITI Marketplace
Featured Business: Continuity First
Continuity First is a consulting firm providing thought leadership for private and public sector businesses to ensure that they have the people, processes and technologies in place to achieve business resilience and mission assurance.
Consulting Services Provided:
Business Continuity Planning, Disaster Recovery, Crisis Management, Information Security, Privacy, Executive Management, Project Management
For more information, please visit www.continuityfirst.com, or call us at (804) 559-6623.
Is your business in the WITI Marketplace? Do you have a special offer for WITI members or would you like to be a featured business in a future issue of the Strategist? We'd love to hear from you!
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Partner Events & Announcements
Blog Business Summit
Confused about what blogs and RSS are all about, and why they've become such a big deal for thousands of small businesses as well as big corporations like IBM, Microsoft, and General Motors? Want to know how blogging and syndication can bring you more visibility and customers? At our Essentials of Business Blogging Seminar, you'll learn:
- What is a blog? Discover how blogs differ from a regular Web sites, and the key advantages they offer.
- Why blogs are getting so much attention? See why something that started as a system for creating online diaries has evolved into a powerful platform for business.
- How to take advantage of blogs? Get all the "how to" instruction you need to start blogging now.
WITI Members: A $50 discount is available. Visit the Member's Area for the promo code.
For more information, http://blogbusinesssummit.com/seminars/. See you at the Summit!
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WITI Works
eClasses
Learn a new skill or brush up on something you already know. eClasses are convenient, flexible, and affordable. Instructor-led courses ensure someone is available to help you with assignment questions, provide you additional resources, and keep you up-to-date with rapidly changing internet technologies. See www.witi.com/center/eclasses/ for current offerings. WITI Members: See the Members' Discount page for the promo code to receive special pricing.
WITI4HIRE
Accelerate Your Career! - Companies that get it are searching the resume database at WITI4Hire every day. Don't be overlooked! So, whether you are actively seeking a job or just open to great possibilities, add your resume today (FREE for members AND non-members, and confidential too!) to be noticed by companies like New York Times Digital, Best Buy, Altiris, Southern California Edison and GOJO Industries, Inc. Don't want to wait? Visit WITI4Hire and search for your next job!
Volunteer Opportunities at [email protected]
WITI needs volunteers to support WITI at industry and partner events (see the list of events). You'll have access to the event, of course, as well as the opportunity to meet industry leaders and get exposure for yourself and your company. For more details or to participate, please contact David Leighton.
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Not Yet a WITI Member?
Join WITI today and receive your choice of a FREE inspirational book!
Upcoming Network Events:
"At a recent WITI Boston event, I met a former client from 10 years ago when I worked for another company. We sat together at the meeting and got re-acquainted. Since then, my former client has introduced me to several IT executives at their firm to generate interest in our services, which may lead to new business. This demonstrates that networking and participating in WITI events can have very positive results...both professionally and personally."
-- Steffani Lomax, Vice President and Co-founder, Software Success Partners
March 14 - Los Angeles
WITI Los Angeles Networking With Featured Speaker Alyse Hart
March 16 - Research Triangle Park
Taxes 2005
March 23 - San Diego
"STAND OUT!: Effectively Marketing Yourself"
March 30 - Atlanta
WITI Leadership Council & Executive Advisory Committee Meeting
April 4 - Portland
Negotiation Skills
April 5 - Houston
Does one develop a career strategy or a life strategy?
April 14 - Boston
The Power of Differences: A New Gender & Diversity Communications Workshop for Women and Men
April 18 - Boston
RFID & The Supply Chain - Why Should it Matter to You? Sponsored by AMR Research
April 27 - Atlanta
Panel Discussion: How You Interact Markets Yourself.
April 27 - Research Triangle Park
Kathy Hill
May 2 - Portland
Public Speaking Workshop
May 3 - Houston
What To Do When People Make You Nuts?
May 3 - Las Vegas
WITI Las Vegas Launch Celebration
May 17 - San Diego
Technologies, Marketing & Media in the New Millennium
More information about network events in your area is available on our website.
WITI @ ...Keeping you up-to-date on where you'll find WITI!
[email protected] keeps you up to date on where you will find WITI partners, WITI discounts, WITI women attending industry events. Visit the Members area of the WITI website for priority discount codes for these events. If you want a discount to an event you will be attending and/or want to meet other WITI women at that event, just let us know so we can get it for you!
Blog Business Summit
Mar 16, 2006
Los Angeles, California
IDC Outsourcing Forum East
Mar 28 2006-Mar 29 2006
New York, New York
Interop Las Vegas
Apr 30 2006-May 5 2006
Las Vegas, Nevada
AIIM On Demand 2006
May 16 2006-May 18 2006
Philadelphia, Pennsylvania
IDC IT Forum & Expo: IT-Enabled Business Transformation
Jun 14 2006-Jun 16 2006
Boston, Massachusetts
C3 Expo (Corporate & Channel Computing Expo)
Jun 27 2006-Jun 29 2006
New York City, New York
Digital Life
Oct 12 2006-Oct 15 2006
New York City, New York
OracleOpenWorld 2006
Oct 22 2006-Oct 26 2006
San Francisco, California
For more information and discounts
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