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Action Step #1;
Action Step: Use keyboard shortcut for “Mark as Unread.” The keyboard shortcut for Gmail to "Mark as Unread" is holding Shift, then pressing u. The keyboard shortcut for Outlook to "Mark as Unread" is holding Ctrl, then pressing u. The keyboard shortcut for Apple Mail to "Mark as Unread" is holding Commandand Shift, then pressing u. 
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These inside sales compensation plan templates will help you motivate your reps to peak performance.
Ann Zaslow-Rethaber's insight:
WE always know when a company decides to cap their commissions, because their top producers start to call, saying they want to jump ship.
I think it is a pretty fair statement that nothing you can do will destroy a star players motivation more than announcing that regardless if they are at plan or 200% OVER their quota, they will be rewarded with the same amount of money.
Peak sales performers are a unique breed of employee, with strong intrinsic, competitive motivators that need to be acknowledged and appealed to in order to keep them content and most importantly, engaged.
We are often asked what types of compensation plans make the most sense and I think this article, which clearly outlines the 5 most common ones may be helpful in building those all important sales payment models.
Once you have a solid comp plan in place that will serve to motivate and reward peak performers, give ISC a call if you want to see a strong group of sales candidates for all of your critical hiring needs. ISC Sales Recruiters
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Have you ever wanted a peek inside the mind of a top salesperson? Although every rep has their own unique selling style, strategy, and process, their mindsets are surprisingly similar.
Ann Zaslow-Rethaber's insight:
There have been countless articles written about the most common HABITS of successful sales people. Lately there have been some fascinating studies done on the science of intrinsic motivators....those inbred characteristics that drive some people to succeed. Any seasoned sales manager will tell you that while you can train many selling skills, you simply cannot train 'fire in the belly'. As one of my all -time favorite trainers ( Steve Finkel) once told me, you cannot pour a gallons worth of knowledge into a quart container. Being able to decipher someones innate abilities, can give you a huge edge when making hiring decisions. We advocate using Predictive Testing/ to evaluate a candidates innate drivers and see if they match up with those known predictors of star performers.
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The pen is mightier than the sword. Which is good, because you probably don't want to threaten prospects into buying at sword-point.
Ann Zaslow-Rethaber's insight:
Check out this powerful list of words that will help you get a positive reaction from your prospects. Becoming aware of the tremendous power of words, and the negative or positive effect word choice can have on your audience, can result in substantially improved results when consistently implemented.
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Salespeople entice prospects to book meetings with them based on their words, either spoken or written. With this in mind, word choice is incredibly important to be effective in sales. While an emotionally charged phrase might compel a prospect to sign the contract, an off-putting word could kill the opportunity.
Ann Zaslow-Rethaber's insight:
Like most business owners, I receive dozens of sales calls per week, and a solid 99% use one of these 5 phrases as an intro to the call. Most every salesperson I come into contact with is guilty of using one of these words or phrases if not more on a consistent basis. Becoming cognizant of the negative effects these commonly used phrases have on your ultimate goal of engaging your potential client, and then practicing the alternatives listed below, should dramatically increase the response rate with prospects -- not to mention, your sales.
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One of the keys to effective influencer marketing (aka getting real results) is by doing it authentically. But just what does that mean? Being authentic in your influencer marketing efforts means investing the time to learn as much as you can about each influencer you want to reach out to and then communicate with them in a personalized manner that works to establish and then build a real relationship with that person.
Ann Zaslow-Rethaber's insight:
When targeting a new company as a potential client, conventional wisdom dictates that you start your efforts as far up the food chain as possible. Considering that each step up the corporate ladder virtually ensures that that person is receiving more communications than the person below them, resulting in being bombarded with vm's, and emails on a daily if not hourly basis, means that you have to be extremely smart in creating a message that will resonate with those key influencers and grab their attention. In this article Melonie Dodaro does a terrific job in highlighting the 7 best strategies in deciphering what will be most effective in grabbing your targeted prospects attention, and how best to deliver that message.
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With these handy sales email templates, you'll never need to "check in" again.
Ann Zaslow-Rethaber's insight:
Check out this terrific source of 23 excellent follow-up sales email templates. Not all of your prospects will have the same pain points and not all will respond to the same things, so by learning about different messaging options, you can become savvy in customizing your messaging based on your intended audience. Educating yourself on different lead approaches, from the 'ask' method to the 'selling' method, should result in increased response rates and ultimately, increased sales.
If you have a need to hire high performing sales professionals, check out our recruiting capabilities https://iscjobs.com/sales-management-recruiter/
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8 tips for using body language to your advantage.
Ann Zaslow-Rethaber's insight:
We recently received feedback from a hiring manager on a stellar candidate, letting us know that they had decided to pass on him. When questioned on why they were not interested in moving forward with someone with such a strong industry specific background, it became apparent that the candidates body language had turned off the interview panel because of easily fixable traits. Being aware of these 8 primary traits can substantially affect someones perception of you, and in some cases, earn or lose a job offer.
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Considering quitting? Research has unveiled 13 specific behaviors that can tip your boss off that you plan to quit your job.
Ann Zaslow-Rethaber's insight:
No hiring manager likes to be surprised when someone turns in their resignation. Here are 13 'tells' that if you are paying attention, will give you a strong indicator that you should be start looking to back-fill an employee.
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Tesla and Space-X founder Elon Musk leads a busy life as the mastermind behind two major tech companies. Via Enzo Calamo
Ann Zaslow-Rethaber's insight:
Fascinating snapshot into the daily life of one of today's most successful entrepreneurs. Check this article out to learn how Elon Musk manages to get in 82 PRODUCTIVE work hours per week, evenly split between his 2 full time jobs. Some of his habits may surprise you, as they are in direct contradiction to the way that most of us work.
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In creating goals, you create your future by outlining your destiny. When you choose your goals using your head and heart, you take the first step in manifesting what you want. You grant your own wishes every time you achieve another goal.
Ann Zaslow-Rethaber's insight:
The difference between a Dream and a Goal is the action invested in it. Learn how to take your dreams to reality.
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From
www
Align your interests with the financial well being of your employees, and good things can happen.
Ann Zaslow-Rethaber's insight:
Terrific, easy to follow instructions on how to implement a profit sharing plan for your employees.
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Ann Zaslow-Rethaber's insight:
After recruiting for 20 years now, I think I have heard it all in terms of what makes bad managers. We all know what makes a bad manager, but what makes a GOOD manager? This article outlines the 4 primary things that go into being a manager that people want to work for. Quick read, take a minute to hear about the 4 most important things that you can do as a manger to have your team singing your praises AND most importantly, giving you the results that you need.
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10 quick tips to ensure your meetings aren't time-wasters.
Ann Zaslow-Rethaber's insight:
I think we can all agree that time is the most valuable commodity, since we cannot buy more.
Asking your employees to spend valuable time in meetings takes them away from the activities that they ultimately get paid for, so it is imperative to ensure that everyone involved in these meetings believes that the time invested in a meeting will ultimately help them achieve those goals.
We have recently started to ask everyone on the team to really give some conscious thought to this question : If they could have one thing that would help them achieve their career goals, what would that one thing be? What would make their job easier? We then create meetings around providing that 'one thing'.
This has predictably improved the engagement and enthusiasm level for weekly meetings, as you can imagine.
Asking your team to consciously give some thought to this all-important question will provide multiple benefits. In addition to giving your team the message that you value their time, it also encourages them to really think in tangible terms about achieving their goals, and creating a linear thought pattern on how to hit those objectives.
For any executive search needs, feel free to reach out to ISC International Search Consultants
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Want to grow your mind? The web has some intelligent stuff. But you need to know where to find it, if you want the web to boost your brain and not blast it.
Ann Zaslow-Rethaber's insight:
With so many people seemingly addicted to social media these days, why not make a conscious decision to spend that time learning something useful? With so many professionals doing networking events, struggling for something to talk about, by making a habit of perusing these 5 websites, you will have endless amounts of fascinating topics to share with your friends and colleagues.
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Leaders send vibes to everyone in their proximity. If you want to flourish, choose how you show up. Leadership vibes: Inner thoughts and attitudes radiate through facial expressions, body language, tone, and language. Here are some examples of the vibe given off by people; I know. I’m consumed with myself. I show up to serve.…
Ann Zaslow-Rethaber's insight:
LOVE this article! Who is brave enough to ask your team to write down on a piece of paper...anonymously...what message you broadcast through your body language? Read more to find out some common traits that may be sending a message that you do not want received.
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If these dumb sales questions don't make you cringe, I don't know what will.
Ann Zaslow-Rethaber's insight:
If you have chosen a career in sales, you should be committed to constantly be refining your selling techniques to give you the very best results possible. Skilled sales professionals have literally uncapped earning potential, and by improving your initial questions when reaching out to prospective customers, you can dramatically improve your bottom line results. Check out this terrific article which highlights the most common questions that sales people ask, and suggests a fundamental shift in how you approach your targeted audience, which if implemented correctly, will undoubtedly improve your net results.
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We get it, finding a mentor can be difficult and time-consuming. But when you do find one (or two), they can save you from making costly mistakes that can set you back in your career. Simply put, having a mentor will improve the quality of your decisions and provide opportunities that won’t be available to you otherwise.
Ann Zaslow-Rethaber's insight:
We all know the truth behind the saying 'If I Knew Then What I Know Now". Building upon that philosophy, nurturing mentoring relationships in your professional life, can help you immeasurably in your quest to achieve specific professional goals. The key of reciprocity is never stronger , than in establishing mentoring relationships in business. Be cognizant of building relationships with someone that can help you advance your skills in certain areas, and equally important, always be open to returning that gift in imparting your wisdom to someone else. After being in the recruiting world for a quarter of a century now, I always enjoy sharing some of my painful lessons with others to spare them the pain while imparting the lessons, and in turn have gained immeasurably in learning shortcuts and how to use some of the amazing tools that are now available from some of the technically savvy mentees that I have mentored. Being mindful of building relationships with people that are on the same career path as you, and being cognizant of how you can help each other, can result in tremendous benefits from both parties.
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In terms of sales techniques, there is a lot of “conventional wisdom” out there that, in reality, doesn’t help you make the sale. Here are five of the best sales techniques that really work, as well as five classic go-to selling techniques that may, in fact, be hurting your sales efforts.
Ann Zaslow-Rethaber's insight:
Today's buyers have dramatically changed from decision makers from even 15 years ago, and to effectively sell to them, sales professionals need to change the way they approach decision makers. It amazes me how many veteran sales professionals are still attempting to influence buyers with methods that may have worked 'back in the day' but are woefully inadequate in today's market. #salestechniques
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Over the last decade there has been a huge increase in evidence that emotional intelligence is an important factor in leadership. Numerous studies have shown a positive relationship between emotional intelligent leadership and employee satisfaction, retention and performance. While emotional intelligence has made enormous progress in being accepted by organizations, there is still a ways to go. Many corporate leaders still see it as a “Soft Skill” of lesser importance than highly valued technical skills and business acumen. However research has shown that the opposite is true. Emotional Intelligence has been shown to increase creativity and the awareness of how to more effectively use and leverage technical skills. Instead of being relegated to a secondary skill level, emotional intelligence is increasingly being recognized at all levels as being of primary importance. As organizations become more aware of this they are looking for ways to recruit and promote from within people that are strong in emotional intelligence.
Ann Zaslow-Rethaber's insight:
Human behaviorists have been doing some fascinating research into the power of Emotional Intelligence as well as the importance of Body Language. Being cognizant of these 'soft skills' and how they impact leadership skills can make a tremendous impact. Harvey Deutschendorf is an emotional intelligence expert, internationally published author and speaker. Curious what your own EI is? To take the EI Quiz go to theotherkindofsmart.com.
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Ann Zaslow-Rethaber's insight:
Yet another terrific article from Melonie Dodaro. Establishing yourself as a thought leader within your area of expertise, and consistently sharing well researched information to your targeted audience has proven to be the most effective way to gain market share.
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Have you ever heard about someone “cutting the line” to land their dream job? They’re the people getting the perfect position without ever submitting a resume, or negotiating a sweet signing bonus plus five weeks’ vacation, or getting hired for a role the company created just for them. How do they do it? Are they just naturally golden? Or do they know something you don’t?
While you might use the word lucky, these folks aren’t necessarily more talented; they’ve simply perfected a way of approaching the job search in a manner others haven’t been trained in (or are fearful of adopting). This out-of-the-box approach gives them a notable advantage when it comes to standing out.
So what do they know, and how can you follow their lead to make your next transition not only more quickly, but more successfully as well? Do what they do: Via The Learning Factor
Ann Zaslow-Rethaber's insight:
Invaluable advice for anyone that ever plans on interviewing for a job. Honing your interviewing skills, so you can be confident that you will always get the offer, is something to be learned sooner, rather than later. Read more to learn the 3 easy things that if implemented, will consistently put you at the head of the pack.
The Learning Factor's curator insight,
June 12, 2017 6:39 PM
Sometimes you have to break a few rules. 
Adele Taylor's curator insight,
June 13, 2017 5:55 PM
Some good tips, as we always tell candidate you have to find the hidden jobs, not just the ones being advertised...
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Research tells us that happier people are more successful. But when it feels like there are a million roles to fill and little hiring budget, it can be hard to feel happy all the time. However, according to happiness guru Chade-Meng Tan, affectionately called “Meng,” 24/7 happiness is possible – it just requires a little brain training.
Ann Zaslow-Rethaber's insight:
Creating 'habit loops", training your thought processes to repeatedly go over the same thought patterns has been scientifically shown to create inroads in the brain that results in either positive or negative feelings, depending on what those thoughts are, so 'think' wisely! Read more from Google's 'happiness guru', Chade-Meng Tan, on easy to implement things that you can do on a daily basis that will result in higher job satisfaction and ultimately more joy in your daily life.
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LinkedIn might seem simple but these 17 LinkedIn tips and tricks are guaranteed to open your eyes to the power it has as a B2B lead generation tool.
Ann Zaslow-Rethaber's insight:
Yet another fantastic article by Melonie Dodaro with some terrific tips on utilizing Linked In to its full potential.
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From
www
You can work hard to prove yourself to others. But how can you tell when you've really won them over?
Ann Zaslow-Rethaber's insight:
Study after study shows that the Number One determining factor that people cite in making a major buying decision, is the level of trust that they have, or do not have, towards the sales person. What incredibly information, to be able to know if others find you trustworthy!
Read more to learn how to know and most importantly, how to increase, your perception of trustworthiness.
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Emailing is an integral part of today's business world.
Listening to best practices from highly successful people, that receive substantially more mails than the majority of workers, that also manage to get more done in their work day than the rest of us, makes sense.
Do you know the #1 reason that people cite in deleting 'cold' emails?
Do you know what the accepted protocol is for CC/BCC recipients?
Read this quick 3 minute article to learn best practices and invaluable short cuts to increase your productivity today!