Pursue Agent Cross Training to Produce Better Outcomes and Improve Efficacy By Peter Lyle DeHaan, Ph.D. In my post “Integrate Your Call Center” I discussed various integration strategies to pursue. Now I’ll dive into each one of them with more intentionality. First up is to integrate call center staff. The key requirement to staffing integration […]
When the Execution of Your Plan Falls Short, It Might Be Time for a New Plan By Peter Lyle DeHaan In the book-publishing community, it’s no secret that most authors would rather write than promote their work. In this regard, I am like most authors. Yes, some writers are extroverts and love the activities around […]
I once read that blogging is a form of self-publishing. The author’s opinion gave me pause. It seemed a simplistic claim. I felt it in some way diminished the noble art of publishing. Anyone can blog, and it seems most everyone does, but not most everyone self-publishes a book, even though the tools are there […]
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Experience versus Education
Evaluate If Recent College Grads Are Right for Your Company By Peter Lyle DeHaan When hiring a salesperson, you can seek someone with relevant experience or someone with related education. Sometimes a candidate has both. The opposite is when they have neither. I’d been hiring salespeople who had varying degrees of selling experience, though sometimes […]
A common part of many book proposals is a “competitive works” section. I recently researched competitive titles for one of my book proposals. What I saw enlightened me. Traditionally Published Books To research competitive titles, I first looked at books from traditional publishers. They gave me pause. I had to think a bit to determine […]
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Developing Your Callback Strategy
Design a Callback Strategy That Works for You and Your Callers By Peter Lyle DeHaan, Ph.D. Though not every caller will use it, many appreciate the option to have you call them back instead of waiting on hold. As with any technology, your implementation of your callback strategy has probably evolved over time. If so, […]
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Not All Sales Experience Applies
Successful Selling in One Area Does Not Universally Apply to All Others By Peter Lyle DeHaan Frank had a successful sales career in one industry, but his desired career path wasn’t an option at that company. To pursue his dream, he needed to change employers. He soon landed a job as a sales manager, the […]
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Quantity versus Quality
For years my goal was to write faster, but I made no effort to write better. Though I did improve, my progress was gradual. When I got serious about improving as a writer, I had to force myself to slow down and be more deliberate. Now after many years of focusing on the craft, my […]
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Earning Expectations
Sales Compensation Requires Careful Consideration By Peter Lyle DeHaan Our company had multiple offices. Those in larger cities called for having full-time salespeople. At one of those offices, one with a larger geographic workforce to draw from, my ads always received a response. Yet not all respondents were good fits. For one applicant, Jennifer, our […]
Consider both publishing options for your next book For the past few years, there has been a great deal of press—and hence a great deal of excitement—about e-books. Correspondingly, there is also significant debate about the relative merits of each option. The purists insist that the printed version is the way to go, nearly sacred. […]