Sway

 Why do people do the things they do?  The billion dollar question, right?  In the book Sway, the authors present some terrific illustrations of the irrational decisions many of us are guilty of. In corporate sales training, for instance, the curriculum relies heavily on people being logical and rational.  The problem is that is not ...
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Are you a shepherd of organizational sheep?

In our ADVISA blog posts, you will get a boatload of valuable and practical information on maximizing the human potential in yourself and those around you.  The foundation of ADVISA rests in Predictive Index® (P.I.®), where the motivating drives for human behavior are measured and illustrated for our clients and their employees.  Therefore, while reading this and ...
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Improving Sales Performance

Funny story… One of the most talented sales reps I’ve ever worked with had trouble with consistent sales performance on a month to month basis.  He was like a ship without a rudder at times, whereas other times he was unstoppable.  After trying a few things that worked temporarily, I asked the question, “where do ...
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Sales Closing Tips

When you jump on Google and look at keyword results, it’s not surprising that “Sales Closing Tips” has a lot of traffic.  The fact of the matter is that everyone is looking for an edge, something new and exciting to close a deal.  Effective sales training will cover closing, the right words to say, how ...
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How to Supervise People a Primer

As we collectively return from the holiday break it’s a good time to think about employee productivity and retention.  Why?  Because we are heading into the tail end of the fourth quarter and as we drive forward on marketing, sales, and billing activities we are all taking stock of what 2010 is going to bring ...
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