Annie-Christian Macias

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Coal Is Dying and It's Never Coming Back

Coal, the No. 1 cause of climate change, is dying. Last year saw a record number of coal plant retirements in the United States, and a study last …

Al Gore Teams Up with Tea Party to Fight Solar-Hating Utilities

If you go far enough left or right on the American political spectrum, you end up in the same place: trashing utilities for trying to kill the …

Six Steps for Predicting Your Sales Forecast

<i>Today's blog post is by Dustin Ruge, an award-winning sales and marketing professional with more than 20 years of successful sales and</i> …

Setting Up the Perfect Compensation Plan for Your Sales Team

This story originally appeared on Salesforce<p>When it comes to how businesses pay their salespeople, there's no one-size-fits-all approach. That's especially true for many companies with diverse products and services. Some pay commission based on sales, while others only pay on margin and still …

Start Up Fundamentals: Culture, Commitment, Chaos

<b>GeekWire</b>, a <b>Seattle</b>-based media company covering technology in the region, held their annual Start Up Day event in late January.<p>I took a variety of …

7 Questions to Ask a Rep During a Sales Management Interview

Because sales rep and sales management roles are drastically different, hiring managers shouldn't rely on past experience in an interview. Find out …

13 Time Management Hacks for Sales Reps

Time Management Skills for Sales Professionals• Eliminate administrative tasks<br>• Be prepared to pivot<br>• Stick with the task you're on<br>• Swallow the frog<br>• Keep …

Time Management

Our Favorite Tools to Create Your Pitch

Your pitch deck is probably the most important piece of sales collateral that you’ll make for your business. It doesn’t matter if you’re selling …

The Sales Director Who Turned Work into a Fantasy Sports Competition

Now that everything we do at work can be observed, measured, tracked, and reported — thanks to sensing technologies and cheap processing power — more organizations are relying heavily on “the data” to manage employees’ performance. They’re striving to assess people strictly on merit: how productive …

The Young Professional's Guide to Sales

Scott Britton is a #1 best selling Amazon author, entrepreneur, and host of top 10 iTunes business podcast The Competitive Edge. He's spent the last …

3 Ways To Avoid Becoming a Sales Mosquito

By Ryan Taft<p>Last year, my wife and I enjoyed a fantastic vacation to the Dominican Republic. The water was the bluest I have ever seen and the people …

Dominican Republic

5 Ways to Develop a Unique Selling Proposition

A unique selling proposition, which defines your company’s unique position in the marketplace, is an important part of creating pricing power and a …

Perfecting Your Hiring Process Is Pointless. Do This Instead | Inc.com

Just about everyone I know thinks they're great at hiring. Just the other night I was sitting with a bunch of academics who assured me they "just knew" when a candidate was right. They told me about the great picks they'd made, the glorious careers they'd nurtured. They couldn't--without a lot of …

How to Tell a Great Story

We tell stories to our coworkers and peers all the time — to persuade someone to support our project, to explain to an employee how he might improve, or to inspire a team that is facing challenges. It’s an essential skill, but what makes a compelling story in a business context? And how can you …

Never Forget Someone’s Name Again With This Memory Trick

Ever meet someone at a social event and immediately forget their name? Try this technique for understanding and using memory’s nature to your advantage.<p>Sometimes one of the important aspects to career success can be something intangible like how likeable you are.<p>That vague feeling of goodwill is …

Why Most Salespeople Are Bad for Your Business | Inc.com

The only thing worse than hiring an MBA is hiring one as a salesperson.<p>I know because I have made this mistake more than once. I can remember one MBA in particular. He had an annoying habit of returning from sales calls with a Cheshire Cat grin on his face. I would ask him about his meeting and he …

Business Strategy

This 30-Minute Exercise Doubles Sales | Inc.com

Millions of companies cumulatively spend billions of dollars on email marketing but then send out sales messages that get few, if any, responses from potential customers.<p>That's a bit weird because while email marketing is a big-ticket item, it takes only about a half an hour to come up with a …

Top Personality Traits All Managers Should Hire For

11 Inspiring Quotes About Perseverance | Inc.com

When starting up, there is no safety net. You've quit your day job, invested your life savings, and have taken the leap into the unknown. It's true that as a startup entrepreneur you need to be committed whole-heartedly to your idea. But committing only gets you started. What carries you through to …

Motivation

And Why Would I Do That? - The Drift from Upstream

As I’ve walked sales teams through the marketing food chain in recent workshops – from CMO and brand managers to client side advertising and media …

The Five Parts of Brand Storytelling to Include Every Time

Too often, we sit down at our computers and pump out crap. Why not focus on the five parts of brand storytelling and put a stop to all the crapThe …

Win Over the Person Blocking Your Deal

After two and half decades of doing deals in Silicon Valley I could write a dissertation on what I’ve discovered. Instead, I’ll posit one big, bedrock idea that eludes even the most seasoned of dealmakers: Success in deal making is not primarily about numbers or relationships or even timing. What …

How to Give a Meaningful “Thank You”

Forget the empty platitudes; your star employee is not a “godsend.” They are a person deserving of your not infrequent acknowledgment and worthy of appreciation and respect. When was the last time you thanked them — really thanked them?<p>In my line of work, I frequently communicate with CEOs and …

Body Language Rules To Help You Command A Room

If there’s one force that can either sabotage or propel your message, it’s your body. With it, we can signal that we own the stage or that we bring irreplaceable value and importance to a meeting. Conversely, we can communicate through our bodies that we’re not totally bought in to our ideas…or …

7 Secret Rules for Powerful Sales Emails | Inc.com

Now that the combination of voice mail and call screening has made cold calling next to impossible, most companies are relying more heavily on email marketing (a.k.a. "selling by email") to get new customers.<p>Meanwhile, here are seven of my best pointers for email marketing and selling. I call them …

Marketing

The Attitude Shift That Guarantees Your Success

Being grateful is good for your mind and your health–but did you know it’s good for business, too?<p>One of the biggest secrets to success in life and business is simple, powerful, and sadly dismissed by many people—and especially entrepreneurs–as unimportant. It’s called gratitude.<p>The simple act of …

7 Tips for Leading Meetings More Effectively | Inc.com

Why do meetings have such a bad rap? Because too many of them are poorly organized, overly long, and rudderless--drifting this way and that according to the moods of the dominant personalities in the room.<p>Even managerial and executive meetings, which should be more effective based on the amount of …

Management

Great Salespeople Follow These 2 Rules | Inc.com

What creates sales success? Some people say it's personality; successful salespeople are outgoing and friendly. Some people say it's expertise; successful salespeople understand problems and find solutions.<p>While those things are no doubt important, I've met successful salespeople who are quiet and …

Tips for Coaching Someone Remotely

Leaders are providing less explicit direction to their employees these days, and relying more on coaching as a leadership tool, as organizations become flatter and more dependent on knowledge work. But many people also manage teams that span locations and time zones, which means they must do at …

You are almost certainly starting salary negotiations wrong

Asking for a raise is one of the most fraught parts of a working life, a process maniacally Googled and agonized over with friends. Advice is often conflicting. Don’t give your number first, or always do. Start with a number you don’t really expect to get, or ask for nothing at all.<p>A frequent piece …