Sales objections happen every day from the smallest ones to the largest of the largest ones.  Depending upon the sales skills of the salesperson, these barriers not to buy may appear insurmountable. Yet upon further reflection, I have come to realize the first sales objections suggest my marketing was not effective.  Somewhere along the line either through existing marketing efforts or during that first conversation I had failed to put a lid on one or more of these sales objections. What has happened is the minority of businesses those with over 100 employees continue to drive sales training because marketing is a separate department.  Small businesses with under 100 employees and those with under 20 employees do not have the dollars to justify separate marketing departments.
By investing 12 minutes a day on intentional marketing actions, small businesses can learn to avoid many of these sales objections.  So instead of focusing on some sales training to overcome those buying barriers maybe it may make more sense to review your marketing plan within your overall strategic business action plan. Outbound marketing such as direct mail, advertising, business to business networking and branding reinforcement through business cards to promotional items. Second, both inbound and outbound marketing efforts must be integrated and reinforce each other.
The final aspect is to have a clearly defined sales process with specific smart goals for marketing, selling and keeping.
Maybe this is why so many medium to small businesses (SMB) are looking to custom promotional items to strengthen their memorable marketing message through differentiation. As you are planning your 2014 marketing budget, possibly now is the time to identify those custom promotional items that may propel your small business ahead of the flow in 2014. This lack of clarity is the result of  no strategy, no business action plan, no personal growth action plan, no  WAY SMART goals,  no process, no measurement of the results.
Then clarity expands inward about who you are, your talents, your potential talents or those talents that may need improving, then you are indeed in the role of Captain Wing It where you spray your actions all over the place and pray something will stick.
No wonder execution or rather failed execution is still one of the top challenges facing businesses today. Invest the time to secure crystal clarity around yourself, your professional actions as well as your organizational ones.
Insanity appears to rule for many crazy busy small business owners and salespersons as they look to how to increase sales.
The role of Captain Wing It supported by spraying and praying actions is still very much alive and maybe even growing.
How to increase sales starts and ends with the ability to achieve goals by having a written plan of action. And unless your employees are mind readers, how do they know what you want, where you are going, what needs to be done first, second, third?
If your business is not performing to your levels of expectation, first make sure you have clearly written goals aligned to a written business action plan.  Do not blame your employees or even yourself if you are not where you want to be.
This week I attended a LinkedIn Event in Chicago and it was a very positive experience.  This business to business networking event was well attended with numerous roles and industries represented. When I wrote Be the Red Jacket, I asked a dear friend, Bill Napolitano, for permission to reprint his story of Captain Wing It.
Each of these action plans have been developed through extensive external and internal research.  By understanding external factors of market trends to internal factors of repeat customers all help to create cohesive actions that work together to increase sales. Last month I received a White Paper on the ROI for these three (3) marketing events Tradeshows, In person events and webinars. Now the White Paper was produced Osterman Research and on behalf of Go To Meeting a webinar delivery service. Several months ago Hub Spot suggested securing outbound new sales leads from marketing events such as tradeshows had an average cost of $330 while an inbound sales (Internet, webinars, article marketing was almost $200 cheaper – $135. Knowing the return on investment for any marketing activity is important and this is the first step to understanding client acquisition costs. For example, a corporate logo wear and promotional small business owner receives 10 new sales leads each day from people who visit its blog or website.  The business is able to convert three into actual business with a value of $100  in new sales per customer for a daily total of $300. Now that same small business owner speaks or attends at a local in person (think business networking) event. In other words, understanding your marketing ROI is great and very important, but this is just the first step.
Some say the road to Hell is paved or littered with good intentions.  I always thought that to be true because the reason it is leading to Hell is because there was no predetermined destination.
In the sales process, many marketing and selling actions are the result of good intentions, however they fail to deliver the desired results of more customers and more revenue.  This outcome can be changed when goals are part of the overall sales process. Everyone likes to be acknowledge for a job well done.  When this recognition comes from a totally unbiased and unexpected  source, it has even more meaning. Henry Ford I believe said it best – Whether you think you can or you think you cannot, either way you are right.
In late April, I added another goal and that was to be included in the top 100 sales goals. A study by Epilson a significant gap in the marketplace specific to repurchasing of 7 products or services revealed that on average 60% of the buyers would not repurchase from their existing vendor.
When customers fails to repurchase, they also fail to recommend and this only reduces the bottom line. By taking this actions, you can be the Red jacket, stand away from your competition, increase sales and while still reducing costs.
Lead qualification is necessary for today’s busy salespersons.  So how do you do it?  Or better yet where does it start to be successful in the ongoing efforts to increase sales? Once this research is completed, additional time is required to further review the demographics (what)  and psychographics (why) of potential customers. The Ministry of Health has developed a four-point action plan: Enrol, Engage, Promote, and Monitor to assist with achieving the immunisation target.
The key actions will result in better timeliness for newborn enrolment, more transparent and consistent delivery of immunisation services, ongoing integration of services as a result of local monitoring and better engagement for health professionals as they work together to develop local plans. An infant will be considered fully immunised if they have completed the schedule of the three primary series of vaccinations by the age of eight months (these are due at six weeks, three months and five months).
Target and baseline – including why target chosen, how much stretch, what is the trend? Baseline data for immunisation of eight-month-olds: When work on the target began, the most recent data for eight-month-olds was for the quarter ending June 2012. The NIR is a robust data source that allows the Ministry to produce reliable statistics for immunisation coverage. Reducing rheumatic fever in New Zealand needs a concerted effort involving the Ministry of Health, other government agencies, DHBs, PHOs, public health services, professional bodies and the community.
Rheumatic fever is caused by an abnormal reaction to a group A streptococcal (GAS) sore throat. Share this page on some of the most popular social networking and content sites on the internet. How Herbalists can Integrate with Integrity - Herbalists are one of the last health care modalities that remains unlicensed. Plant Walk -On this walk we would meet local plants and discuss the importance of botanical characteristics (an examination of their individual parts), the plantsa€™ relationships with other plants, ethical and practical ways of wildcrafting species we see, plants from other areas that have similar uses, and real-life clinical applications.
GI Tract Protocol - The GI tract protocol can be used for normalizing varied types of chronic digestive problems. Hispanic Herbalism - The Hispanic healing traditions of California, incorporating the herbal use of other cultures within the Latino experience. Guerilla Herbalism - Street herbalism through helping the homeless, impoverished, and under insured, often under dangerous conditions.
Giving Back - Rosemary Gladstar, renowned herbalist and founder of United Plant Savers, talks at length about the importance of giving back to the natural world that provides the plants we use for medicine, and that imparts the wisdom needed now more than ever in these trying times.
An Ecology of Healing: Health as Wholeness and Balance - Taught by Kiva Rose and Jesse Wolf Hardin, this class will be an in-depth exploration of healing as the bodya€™s natural effort to be whole and in balance. Foundational Herbcraft & Talking With Plants (with Kiva Rose) - A common sense look at how plants speak to use through our senses, and what theya€™re communicating. Foundational Herbcraft & Talking With Plants (with Jim McDonald) - A common sense look at how plants speak to use through our senses, and what theya€™re communicating. Clinical Skills - Learn to evaluate energetic conditions (hot, cold, damp, dry, tense, relaxed etc.,) by complexion, tongue and pulse examination and simple questions. Herbs for the Muscular & Skeletal Systems - Herbal treatment of locomotor injuries, problems of aging, arthritis, gout, lyme disease and more.
I am so excited to be registered for the following course and thought I would share the information with readers. Join Herbalist, Nutritionist, and food lover, Darcey Blue French of Brighid’s Well Herbs for a 6 week online intensive course on the energetics of food, true nourishment, nutrition, relationship with place and food, nutritional healing and more.
May 3, 2010 - June 21, 2010*Learn about the ways traditional healing systems such as Ayurveda and Chinese Medicine see food energetics, and use food as healing tools on a day to day basis.
Darcey Blue French is an herbalist and food lover, who has over the years explored various ways of eating, interacting with food and preparing food. Due to the fact that I am working on my last three weeks of the semester while my husband is on a business trip,A  I have decided to re-post articles worthy of being passed along. For those who are not familiar with the name,A  Paul Bergner is the director of the North American Institute of Medical Herbalism in Boulder, Colorado whichA  offers introductory, advanced, and clinical training in medical herbalism and clinical nutrition in the vitalist tradition. For those interested in more information,A  please check out the websites above you will find a wealth of information.


The process for making HFCS is to chemically strip the sugars off of the starch in corn, freeing them up.A The process of making of agave nectar is similar (this is not agave sap), but the sugars are chemically stripped off of inulin starch, inulin being a fructo-oligosaccharide, having fructose as the dominant sugar in the chain, so the agave nectar might be 80-90% free fructose instead of 55% like the HFCS in soft drinks. I like to think that my childhood was unique but honestly there are a great number of folk out there who grew up in a very similar manner to me.
There is a point to all of this.A  Herbalism is newer to me than the natural family living.
I honestly am not sure of the answers but I thought I would throw the question out there as it is rumbling around in the back of my brain.A  What have you been thinking about today?
Nutrition plays a vital role in a healthy nervous system but before you even think about what foods to eat, you should look at your eating patterns.A A  Are you skipping meals while taking in large amounts of stimulants or sugars?
B Vitamins are also important to a healthy nervous system but it is important to note that there is too much of a good thing.A  Taking large doses of B vitamins (specifically B12)A  can lead to anxiety attacks and panic disorders. As I examined the packets, I continued to like what I was reading and is there ever there a lot to read.A  These might be the most informative seed packets I have ever run across! All-in-all it seems like a good company and I plan on spending a good share of my gardening budget at their website. A lot of herbalists talk of using herbal infusions to support your body during and illness or perhaps as an alternative to a nutritional supplement in the form of a nourishing infusion. They are quite useful; I have been making herbal preparations, for years now,A  with good results.
You don’t hear many of them mentioningA  spaghetti sauce as an decoction although the acidic base of tomato sauce is wonderful for drawing minerals out of foods. Keep in mind I am not talking about the watered-down, additive-laden prepared foodstuff you buy at the the megamarket.A A  I am talking of preparations you make yourself. I don’t remember exactly when it occurred to me that soups and broths are really just giant pots of herbal goodness.
I realized that I don’t know that I ever have put our spaghetti sauce recipe on the blog, so I though I would use it here as an example of the herb to food ratio that is health-producing.
Beverages don’t have to be the boring preparations many people think of as medicinal infusions, either. There is an added benefit of incorporating these beverages into your daily diet.A  I have experimented with many different ways to get little ones to eat their herbs.
I also dona€™t like using them from a sustainability standpoint.A  I dona€™t want my well-being to be dependent on any industry and it would be rather hypocritical of me to talk a good game about local sustainable food systems when half my nutrients are arriving on a boat from China. For the next couple of weeks, I am going to post about different ways eating and cooking with herbs can help to improve your health. I truly believe this is the case for the majority of B2B sales for 97.7% of all businesses here in the US.
Triage Business Planning may help stop your current bleeding and can be completed in 15 hours or less. When marketing is memorable, meaning you have created an emotional connection with your target audience, you will make money.
Sales Training Coaching Tip: An education based marketing approach further unites these two marketing areas. There are many small businesses who provide such custom promotional items such as  Quality Logo Products. When done well, memorable marketing makes money and that belief needs to be infused into your small business.
Social media along with most marketing provides great examples of Captain Wing It behaviors. Just read the majority of mission statements if you disagree with me.  How anyone could look at her or his own behaviors and confirm those behaviors are moving her or him closer to the current annual mission statement is just down right impossible! Once you overcome this lack of clarity, the rest will be like slicing a medium rare Ruth’s Chris steak with a butter knife. Unfortunately most people place far more value in the common, everyday written grocery list than they do for their businesses or their current professional roles.
If you truly want to stop the insanity, you may wish to consider Triage Business Planning as an affordable solution but in time and dollars. However, if you wish to increase sales, leverage your limited resources and truly have some time to enjoy life, then invest the time to determine who is your best potential customer. However to go beyond surviving and truly thriving requires a commitment to work ON the business by investing the time to write a business action plan and then make a commitment to work it.  What this looks like varies for each organizations.
Here you have the opportunity to see potential obstacles because you have removed yourself for a least a few hours from being up to your elbows or armpits in fighting off crocodiles. Here is where you can confuse motion (tree chopping) with progress (making a forward progress to achieving the goal) and activity (gathering up all those cut trees) with results (actual shipped trees). Stop with the I’m too busy and invest 4 hours to create your own simple business action plan. In this white paper, the estimated cost for a tradeshow sales lead was $346 compared to an in person business networking event of $613 or $166 for a webinar.
Knowing your sales conversions is even more important so that you truly put your efforts where they generate the greatest return to your bottom line.
If you lack a written strategic business action plan and you are tired of bleeding dollars not to mention having the business running you, then you may have interest in this on site business planning workshop or teleconference to help you make 2011 better than 2010.
With so many in selling  not achieving their sales  quotas according to CSO Insight survey earlier this year, this old adage appears to still be true. Sales Training Coaching Tip:  If you have not followed up on all sales leads but you want to this is an example of having good intentions while traveling the road to Hell. As I grew older I revised the goal achievement criteria from SMART goals to WAY SMART goals and then aligned these goals to a specific plan.
Positive intentional thoughts must be present if you truly want the sales success you deserve in sales. Just make sure you keep track of all those goals achieved so when you hit a bump in the road your thoughts will stay incredibly intentional. Also when customers continue to buy your products or services, time after time, your business saves money because you do not have to go to extraordinary means to market to them. Auto insurance customers had the greatest loyalty of 58% to their providers while credit card companies had the worst repurchase rate of 27% and beat out communication service companies whose rate was 39%. The product reviews on websites, friends and family, sales person and the brand’s website all contributed or probably influenced the buyer. In the book The Ultimate Question, the author suggest it costs 7 to 10 times more to acquire a new customer than to keep an existing one. We will report against the target by reporting national coverage rates every quarter and, in addition, we will publish data by ethnicity, deprivation and DHBs on the Ministry of Health website. The NIR enables authorised health professionals to quickly and easily find out what vaccines a child has been given and what vaccines a child is due. Preventing rheumatic fever means preventing the transmission of these sore throats and treating them quickly in high risk children and young people. Using your powers of concentration, visualize a white light flowing from the palms of your hands and from your heart center, which is situated just in front of your breastbone.
When you start to feel this power flowing in you, then say out loud the girls’ names.
This will be a combination storytelling class as well as practicalities of gathering plants. This will lead into Skullcap’s specific indications and contra-indications illustrated with colorful case histories, as well as the ecology and specifics of a number of western Scutellaria spp. Many clients have compromised GI tracts from a fast food vegan or other extended elimination diets, protein deficiencies, or multiple nutritional deficiencies.
California Hispanic herbalism differs from the Mexican or Tejano, or Southwest traditions due to the various native and foreign cultures which helped form it. Special focus will be placed on of the body as a dynamic ecosystem instead of a battlefield. Jim and Kiva will explore the underlying elements of traditional western herbalism, including sense-based herbal energetics, primary herbal actions and ways of integrating these essential components into an effective healing practice.
Join Jim McDonald in an exploration of the fundamental role of diaphoretics in immunity, and how they can be used to support and enhance the body’s vital response to infections from influenza to the common cold. Although Mercola is a little distasteful in his sensationalism, what he says in this case is true.
Even though digestion of the disaccharide to the monosaccharides take some time and acts as a partial brake, because the extracted sugar is very concentrated, compared to eating a naturally sugary food, the glucose and fructose surge in the system.
A  So it is with a little bit of bemusement that I watch the latest explosion of the back-to-the land movement because I really never left it. A A  I giggle when we make homemade macaroni & cheese to take someplace and it is viewed as some sort of accomplishment because in my family that is pretty standard fare. A  IA  suppose I started the path about fifteen years ago although I have only been studying seriously about six years (around the same time I started blogging). A  How do we keep the message of the websites of today from being lost in a internet archive in the same way the poster above was lost in a file cabinet?
Bring to a boil; then lower heat and simmer for about 30 minutes, until the broth is thick.


A  I thought I might offer a bit of advice as to how to eat your way to a healthier nervous system. The fun doesn’t stop on the outside though, so be quite careful when opening your first Botanical Interests seed packet. A  My Trionfo Violetto Pole Beans outgrew and outproduced my Kentucky Wonder Beans.A A  I think my Dwarf Blue KaleA  might still be alive out there under the piles of snow.
You also don’t hear hot sauceA  tossed around as an herbal preparation but these are both excellent examples of ways you can incorporate more herbs into your diet.
A A  It was probablyA  have been shortly after Darian became a vegetarian and I made my first batch of homemade vegetable broth.A  I know I definitely had a handle on it by the time I was making garlic broth to use in soups. While I am sure that in cases where a blood test has shown there to be a deficiency, supplements can be useful to catch the body up.A A  I prefer to avoid the deficiency in the first place.
A This is one of the reasons that I tend to focus on using herbs and foods that I can grow or wild-craft in my area.
A When you dona€™t eat properly, your body does not find the nutrition in the food you eat, it will find the nutrients someplace in your body such as your bones, muscles or brain matter.A  A This is especially true of protein which your body will leach from your muscles or brain matter and vitamins and calcium which your body will take from your bones.
This person and I have never met in person, and he began emailing me approximately 2 years ago. Sales Training Coaching Tip: Buddha saw the need for clarity when he constructed the life wheel.
So each customer has a value of $600 with client acquisition costs of $135 or 3.4 return on investment. Over the course of time, that personal action plan became more standardized and was then put onto one page for easier review. One of my colleagues, Laura Novakowski, is writing a series of articles on this very subject in her blog. Yes, you still reach out to them even McDonald’s does that, but the added value is they share their experiences with others and word of mouth advertising is the best kind. Now the only firms making any money off these non-repeat customers are probably the marketing firms who are eager to show what they can do to stem the tide of those fleeing customers.
The coverage by ethnicity at that time was New Zealand European 86 percent, Maori 73 percent, Pacific 82 percent, Asian 91 percent and Other 86 percent. This class explores some of our options as herbalists to bring our unique set of skills and medicines to a wider audience. Symptom pictures range from full-blown chronic fatigue symptoms to multiple food sensitivities and brain fog.
Included are foundational elements of working with the whole person and the whole plant rather than isolating or compartmentalizing either human or herb.
Special attention will be paid to the differentiation and use of diaphoretics that stimulate, relax or do both at once.
The four pillars of evaluation and treatment - 1) energetics, 2) organ systems, 3) action and 4) specific indications. In nature typically in a piece of fruit, the sugar is a mixture of sucrose (glucose bound to fructose), free glucose, and free fructose. The glucose enters the controlled glycolysis pathway, but the fructose bypasses it, and floods the Krebs cycle and the related fat-building pathway in large amounts, symbolically like a -flood- into those pathways below the control point in glycolysis.
A  You need to eat enough to provide your body with the foods you need.A  It is almost impossible to do this with two meals a day so your body begins to crave foods that will give it that quick energy fix. There is nothing quite so satisfying as a healing soup simmering away slowly on the stovetop, while the flavors and properties of the herbs flow gently into the food. A Dona€™t fight with yourself (or your family) to entirely give up a questionable food substance, just dona€™t abuse your body with it and use the healthiest form of the substance possible. A A vast majority of health complaints in this country; fatigue, mental fogginess, depression, etca€¦ are caused by your bodies natural response to incomplete nutrition. He can be humourous, polite, seems well educated, knows quite a bit about financial markets and how they function, and seems to be financially secure, as he's never mentioned an actual source of employment.He also seems to know many details about people directly and indirectly related to, or associated with me. With a little creative marketing copy to further differentiate your small business and some out of the box thinking, custom promotional items provide you the opportunity to create top of mind awareness (TOMA). Note:  This ROI does not include actual costs of goods sold which is another discussion for another day.
Transitioning into my business, I then created a series of one page action plans beginning with an overall business action plan and a sales action plan. From these written goals, my thoughts are very intentional and directed to achieving these desired results.
Immunisation rates for children at six months, 12 months, two years and five years of age are reported on the Ministry’s website by quarter and annually. It will draw heavily from my 5 years working at a mixed modality (conventional and holistic) free clinic in my hometown as well as other places I have volunteered. Humans have no natural mechanism to deal with this, so the liver does 3 things, start making a lot of of fat and, if chronic, increasing the enzymes that manufacture fat, reduce the production of ATP via the Krebs cycle, and become resistant to the effects of insulin which would otherwise tell the liver to stop releasing glucose into the system. A A  EvenA  though that changed a bit when my parents moved us to town, my family hung on to a great deal of that lifestyle. Unfortunately in our society,A  candy bars and coffee are far more available than a leafy green salad or a whole-grain snack.A  You have to plan a bit more to provide yourself with healthy alternative but it is completely worth the effort. Sales Training Coaching Tip:  Marketing research suggests to have TOMA requires 33 touches annually. Sales Training Coaching Tip:  People buy from people the know and trust is the first buying rule.
My belief right or wrong is if I had not committed this goal to writing my thoughts would not be as clear and clarity of thought is required unless you like selling or living in a fog. Friends and family, product reviews and the brands’ websites were the first  influential source. A large piece of this class will be devoted to answering attendeea€™s practical questions about their personal situations and how they can bring their skills forward. If we would fill our bellies with fruit we would still only get a relatively small amount of free fructose.
Current scientific A thinking on the adverse metabolic effects of sugar, the cluster of diseases that appear when the sugar trade emerges in a region, is that the overfeeding of the fructose pathway and the resulting consequences are responsible for the insulin resistance and obesity.
Most of it seems much like sucrose, 45 percent glucose and 55 percent fructose, not all that different. A  Once you address your eating patterns, you can begin to look at the nutrients your body needs to properly support your nervous system. Bee pollen is an amazing nutrient which I should devote a whole blog entry to, but I do worry about our dwindling bee population and the availability of this nutrient.A A  Consequently,A  I use it sparingly and with a great deal of respect for the creatures who created it in mind. His most recent story was shared with me via email, of how he was juggling an axe, and cut himself. What was quite surprising is for the products surveyed, email was the preferred channel to receive information. If we digest starch that has fructose in the chain of sugars in the starch, that is really slow. The problem is that in HFCS, the fructose is -free- it does not have to be split from sucrose, and is not bound to fiber. The result is that in the Krebs Cycle, the entrance of glucose into the cycle is highly regulated by enzymes, when ATP is adequate to high, if forms a brake on the glycolysis pathway, but fructose, on the one hand, enters the cycle one step below the control point. Later, he changed his story to a 10 day stint in the Nut House, but it's his story, so I'll let him change it up to suit himself. Historically, anthropologically, evolutionarily, we didn’t need to evolve a control on the fructose metabolic pathway. A few years ago, the lead article in the American Journal of Clinical Nutrition proposed the introduction of unbound liquid fructose into the food supply as -the- cause of the epidemic of obesity and diabetes that began to manifest around 1980 and continues to expand today.A Free liquid fructose appears to be benign or even beneficial because there is no spike of glucose, or even of insulin after ingesting it.
If the natural pathway for glycolysis is like water rushing down a white water canyon, with a dam at the bottom to prevent flooding, the natural fructose pathway is like a small stream that enters -below- the dam with no control on it.
There is instead a spike of fat in the form of triglycerides, but no one notices that (only fasting TG are even measured in routine lab tests).
And as the liver adapts to habitual use of sugar or fructose, -then- insulin resistance is increased and insulin and glucose rise to higher levels than before and the individual becomes pre- or full blown diabetic. So, I had to wonder what his agenda is, as most of us wouldn't be sharing such information about ourselves, especially if we were trying to impress another.Well, well.
Grant, Attorney at Law, Juneau, AK From Wedding Bells to Tales to Tell: The Affidavit of Eric William Swanson, my former spouse AFFIDAVIT OF SHANNON MARIE MCCORMICK, My Former Best Friend THE AFFIDAVIT OF VALERIE BRITTINA ROSE, My daughter, aged 21 THE BEAGLE BRAYS! HELL'S BELLS: THE TELLS OF THE ELVES RING LOUD AND CLEAR IDENTITY THEFT, MISINFORMATION, AND THE GETTING THE INFAMOUS RUNAROUND Double Entendre and DoubleSpeak, Innuendos and Intimidation, Coercion v Common Sense, Komply (with a K) v Knowledge = DDIICCKK; Who's Gunna Call it a Draw?



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