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	<title>SPIA Official Blog - Coaching Business Professionals since 1971 &#187; Management</title>
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	<link>http://blog.spiainc.com</link>
	<description>Real Results You Can Trust</description>
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		<title>No time to build a training program for your salespeople?  Here are the steps you’ll need to get started &#8211; quickly.</title>
		<link>http://blog.spiainc.com/business/no-time-to-build-a-training-program-for-your-salespeople-here-are-the-steps-you%e2%80%99ll-need-to-get-started-quickly/</link>
		<comments>http://blog.spiainc.com/business/no-time-to-build-a-training-program-for-your-salespeople-here-are-the-steps-you%e2%80%99ll-need-to-get-started-quickly/#comments</comments>
		<pubDate>Mon, 19 Dec 2011 12:42:34 +0000</pubDate>
		<dc:creator>Craig Stimmel</dc:creator>
				<category><![CDATA[Business]]></category>
		<category><![CDATA[Entreprenureship]]></category>
		<category><![CDATA[Leadership]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Standards of Performance]]></category>
		<category><![CDATA[Training]]></category>
		<category><![CDATA[Human Resources]]></category>
		<category><![CDATA[Process Improvement]]></category>
		<category><![CDATA[Systems]]></category>

		<guid isPermaLink="false">http://blog.spiainc.com/?p=482</guid>
		<description><![CDATA[One of the first things that sales and company executives ask us when we meet them is; “We need to grow our sales, what can you do for us?” To that we always respond, “If you’d share with us some of the processes that you have in place now for the sales team to follow – we can then take a look at them and see if there might be a way that we can help.”]]></description>
		<wfw:commentRss>http://blog.spiainc.com/business/no-time-to-build-a-training-program-for-your-salespeople-here-are-the-steps-you%e2%80%99ll-need-to-get-started-quickly//feed</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Marketing On Steriods: Combining EMarketing, Social Networking &amp; Traditional Marketing</title>
		<link>http://blog.spiainc.com/marketing/marketing-on-steriods-combining-emarketing-social-networking-traditional-marketing/</link>
		<comments>http://blog.spiainc.com/marketing/marketing-on-steriods-combining-emarketing-social-networking-traditional-marketing/#comments</comments>
		<pubDate>Tue, 29 Nov 2011 14:04:56 +0000</pubDate>
		<dc:creator>Craig Stimmel</dc:creator>
				<category><![CDATA[Branding]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[Communications]]></category>
		<category><![CDATA[Corporate Visibility]]></category>
		<category><![CDATA[E-Marketing]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Social Media Marketing]]></category>
		<category><![CDATA[Operational Efficiency]]></category>
		<category><![CDATA[Process Improvement]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[Social Media Management]]></category>

		<guid isPermaLink="false">http://blog.spiainc.com/?p=476</guid>
		<description><![CDATA[Is it time to build a Marketing Machine?  Let’s examine the benefits.  And Assemble The Best of Both Worlds  There’s marketing and there’s sales, and each has its pros and cons. To ensure your marketing and sales people work in concert with one another as teammates, like they should, you need a Marketing Machine.  A Marketing Machine combines the strengths of marketing and sales to create a powerful business development system – a combination of technology aprocess! Strategic Planning &#038; Implementat-ion Associates builds Marketing Machines using a combination of software and eMarketing system.]]></description>
		<wfw:commentRss>http://blog.spiainc.com/marketing/marketing-on-steriods-combining-emarketing-social-networking-traditional-marketing//feed</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>ADD/ADHD – A Positive Entrepreneural Trait? – Why Is It That Such A Large Percentage of Successful Entrepreneurs Have To Deal With &amp; Succeed Despite the Challenge?</title>
		<link>http://blog.spiainc.com/business/addadhd-%e2%80%93-a-posirive-entrepreneural-trait-%e2%80%93-why-is-it-that-such-a-large-percentage-of-successful-entrepreneurs-have-to-deal-with-succeed-despite-the-challenge/</link>
		<comments>http://blog.spiainc.com/business/addadhd-%e2%80%93-a-posirive-entrepreneural-trait-%e2%80%93-why-is-it-that-such-a-large-percentage-of-successful-entrepreneurs-have-to-deal-with-succeed-despite-the-challenge/#comments</comments>
		<pubDate>Mon, 10 Oct 2011 14:24:16 +0000</pubDate>
		<dc:creator>Craig Stimmel</dc:creator>
				<category><![CDATA[Business]]></category>
		<category><![CDATA[Business Psychology]]></category>
		<category><![CDATA[Entreprenureship]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[stress in business]]></category>
		<category><![CDATA[ADHD]]></category>
		<category><![CDATA[Adult Deficit Attention Disorder]]></category>
		<category><![CDATA[Entrepreneurship]]></category>
		<category><![CDATA[Stress in Business]]></category>

		<guid isPermaLink="false">http://blog.spiainc.com/?p=463</guid>
		<description><![CDATA[Why is it that such a large percentage of successful entrepreneurs (up to 25% of the US population according to the National Institute of Health NIH) exhibit to a greater or lesser degree some symptoms of Adult Attention Deficit Disorder (ADHD)?  Could it be that one or more of the symptoms of what ADD does to over 25% of the American population be a benefit to people who have learned to live with ADD as they consider establishing a business vs. working for someone else?  Is ADHD a negative trait? I’d say just the opposite. Their high energy level, willingness to put in the hours, and ability to do a great....]]></description>
		<wfw:commentRss>http://blog.spiainc.com/business/addadhd-%e2%80%93-a-posirive-entrepreneural-trait-%e2%80%93-why-is-it-that-such-a-large-percentage-of-successful-entrepreneurs-have-to-deal-with-succeed-despite-the-challenge//feed</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>ARE YOU POISONING YOUR EMPLOYEES  and &#8211; SHOOTING YOURSELF IN THE FOOT?</title>
		<link>http://blog.spiainc.com/management/are-you-poisoning-your-employees-and-shooting-yourself-in-the-foot/</link>
		<comments>http://blog.spiainc.com/management/are-you-poisoning-your-employees-and-shooting-yourself-in-the-foot/#comments</comments>
		<pubDate>Sat, 24 Sep 2011 19:17:13 +0000</pubDate>
		<dc:creator>Craig Stimmel</dc:creator>
				<category><![CDATA[HR]]></category>
		<category><![CDATA[HR Poisoning An Employee]]></category>
		<category><![CDATA[Leadership]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Professional Service Firm]]></category>
		<category><![CDATA[Relationships]]></category>
		<category><![CDATA[SPIA]]></category>
		<category><![CDATA[stress in business]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[Communications]]></category>
		<category><![CDATA[Human Resources]]></category>
		<category><![CDATA[Operational Efficiency]]></category>

		<guid isPermaLink="false">http://blog.spiainc.com/?p=458</guid>
		<description><![CDATA[Poisoning an employee?   What does that mean?  I’ve never hurt anyone anytime in my life!   Deliberately yes – likely what you think is the case may not be true!  Why?  Because poisoning an employee means you’ve removed one or more employee’s sense of empowerment and ability to positively impact the efficiencies/effectiveness of what they do for the company. 

What is the typical result of "POISONING AN EMPLOYEE"?  ]]></description>
		<wfw:commentRss>http://blog.spiainc.com/management/are-you-poisoning-your-employees-and-shooting-yourself-in-the-foot//feed</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Marketing or Selling?  Know Why It&#8217;s Critical To Know The Difference?</title>
		<link>http://blog.spiainc.com/marketing/marketing-or-selling-know-why-its-critical-to-know-the-difference/</link>
		<comments>http://blog.spiainc.com/marketing/marketing-or-selling-know-why-its-critical-to-know-the-difference/#comments</comments>
		<pubDate>Tue, 06 Sep 2011 18:47:47 +0000</pubDate>
		<dc:creator>Craig Stimmel</dc:creator>
				<category><![CDATA[Business]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Suggestive Selling]]></category>

		<guid isPermaLink="false">http://blog.spiainc.com/?p=443</guid>
		<description><![CDATA[“I don’t care how many degrees you have on the wall, if you don’t know how to sell, you’re probably going to starve.”—George Forman

A lot of business owners think they are selling, when really all they are doing is marketing. Do you know the difference between the two?  It will cost you a lot of time, energy, and money if you don’t.]]></description>
		<wfw:commentRss>http://blog.spiainc.com/marketing/marketing-or-selling-know-why-its-critical-to-know-the-difference//feed</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>INTEGRATING SOCIAL MEDIA INTO A POWERFUL MARKETING STRATEGY</title>
		<link>http://blog.spiainc.com/marketing/integrating-social-media-into-a-powerful-marketing-strategy/</link>
		<comments>http://blog.spiainc.com/marketing/integrating-social-media-into-a-powerful-marketing-strategy/#comments</comments>
		<pubDate>Tue, 02 Aug 2011 16:26:05 +0000</pubDate>
		<dc:creator>Craig Stimmel</dc:creator>
				<category><![CDATA[Business]]></category>
		<category><![CDATA[Business Relationships]]></category>
		<category><![CDATA[Communications]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Relationships]]></category>
		<category><![CDATA[Social Media]]></category>
		<category><![CDATA[Social Media Management]]></category>
		<category><![CDATA[Social Media Marketing]]></category>
		<category><![CDATA[SPIA]]></category>
		<category><![CDATA[Competitive Advantage]]></category>
		<category><![CDATA[Integrating Social Media Into Marketing Strategies]]></category>

		<guid isPermaLink="false">http://blog.spiainc.com/?p=428</guid>
		<description><![CDATA[In Y2011, we find ourselves striving to take advantage of Social Media Marketing (SMM).  Today its all about looking for the “best” marketing strategy to connect with a company’s target audience.  So, recognizing this flow of progress, we might ask ourselves, really how much has marketing really changed in the last twenty-five years? From the beginning, the basic objective of every successful marketing strategy has been the same – establish or develop stronger connections or relationships with people.]]></description>
		<wfw:commentRss>http://blog.spiainc.com/marketing/integrating-social-media-into-a-powerful-marketing-strategy//feed</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Reducing Stress In Your Business Is Essential  How to deal with stress in your business &amp; avoid putting yourself out of business.</title>
		<link>http://blog.spiainc.com/business/reducing-stress-in-your-business-is-essential-how-to-deal-with-stress-in-your-business-avoid-putting-yourself-out-of-business/</link>
		<comments>http://blog.spiainc.com/business/reducing-stress-in-your-business-is-essential-how-to-deal-with-stress-in-your-business-avoid-putting-yourself-out-of-business/#comments</comments>
		<pubDate>Sat, 09 Jul 2011 15:05:26 +0000</pubDate>
		<dc:creator>Craig Stimmel</dc:creator>
				<category><![CDATA[Business]]></category>
		<category><![CDATA[Enhancing Management Efficiency]]></category>
		<category><![CDATA[Legal]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Stress]]></category>
		<category><![CDATA[stress in business]]></category>
		<category><![CDATA[Human Resources]]></category>
		<category><![CDATA[Reducing Stress in Business]]></category>
		<category><![CDATA[Stress Management]]></category>

		<guid isPermaLink="false">http://blog.spiainc.com/?p=408</guid>
		<description><![CDATA[There is no entrepreneur or senior level executive I know of that hasn’t experienced serious stress during the course of their business career.  Certainly there are times when the pressure builds and builds and builds – forcing executives and line personnel alike to struggle just to keep up!

Stress causes all kinds of problems – more often than not compromising the individual’s ability to concentrate and get work done.  Certainly the costs of neglecting stress in your business can be very high. And, strangely, stress is sometimes overlooked as a health and safety issue by small businesses. Yet the unexpected absence of just one member of staff can affect productivity, and efforts to secure cover can be costly and time-consuming.]]></description>
		<wfw:commentRss>http://blog.spiainc.com/business/reducing-stress-in-your-business-is-essential-how-to-deal-with-stress-in-your-business-avoid-putting-yourself-out-of-business//feed</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>It’s A Good Time to Build A Marketing Machine &#8211; What &#8220;is&#8221; a marketing machine and why would I need one? … let’s examine the benefits!</title>
		<link>http://blog.spiainc.com/marketing/it%e2%80%99s-a-good-time-to-build-a-marketing-machine-is-it-time-to-build-a-marketing-machine-%e2%80%a6-let%e2%80%99s-examine-the-benefits-the-best-of-both-worlds/</link>
		<comments>http://blog.spiainc.com/marketing/it%e2%80%99s-a-good-time-to-build-a-marketing-machine-is-it-time-to-build-a-marketing-machine-%e2%80%a6-let%e2%80%99s-examine-the-benefits-the-best-of-both-worlds/#comments</comments>
		<pubDate>Mon, 27 Jun 2011 15:53:02 +0000</pubDate>
		<dc:creator>Craig Stimmel</dc:creator>
				<category><![CDATA[Business]]></category>
		<category><![CDATA[Communications]]></category>
		<category><![CDATA[Cost Control]]></category>
		<category><![CDATA[E-Marketing]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[Sales Management]]></category>
		<category><![CDATA[Marketing Machine]]></category>
		<category><![CDATA[Operational Efficiency]]></category>
		<category><![CDATA[Salesforce Automation]]></category>

		<guid isPermaLink="false">http://blog.spiainc.com/?p=389</guid>
		<description><![CDATA[There’s marketing and there’s sales, and each has its pros and cons. To ensure your marketing and sales people work in concert with one another as teammates, like they should, you need a Marketing Machine.

A Marketing Machine combines the strengths of marketing and sales to create a powerful business development system – a combination of technology and process!

Marketing Pros &#038; Cons

Marketing allows you to deliver compelling communications at the lowest possible cost per impression to a large audience via a variety of different media. Through repetition, marketing can build brand awareness and increase the odds of reaching a prospect with the right offer at the right time.

But marketing generally doesn’t consider the sales cycle; it hits target audiences all at once with the same communication. Many salespeople wonder what marketing really does to help them sell. Yet, when marketing does its job, salespeople can do a better job!]]></description>
		<wfw:commentRss>http://blog.spiainc.com/marketing/it%e2%80%99s-a-good-time-to-build-a-marketing-machine-is-it-time-to-build-a-marketing-machine-%e2%80%a6-let%e2%80%99s-examine-the-benefits-the-best-of-both-worlds//feed</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>The 1/3-1/3-1/3 Rule for Professional Firms &#8211; Is the Rule correct for all Professional Service Firms?</title>
		<link>http://blog.spiainc.com/sales/the-13-13-13-rule-for-professional-firms-is-the-rule-correct-for-all-professional-service-firms/</link>
		<comments>http://blog.spiainc.com/sales/the-13-13-13-rule-for-professional-firms-is-the-rule-correct-for-all-professional-service-firms/#comments</comments>
		<pubDate>Tue, 17 May 2011 17:40:26 +0000</pubDate>
		<dc:creator>Craig Stimmel</dc:creator>
				<category><![CDATA[Compensation]]></category>
		<category><![CDATA[Cost Control]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Professional Service Firm]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[Human Resources]]></category>
		<category><![CDATA[Incentives]]></category>
		<category><![CDATA[Rain Making]]></category>

		<guid isPermaLink="false">http://blog.spiainc.com/?p=372</guid>
		<description><![CDATA[The 1/3-1/3-1/3 rule is defined as a formula that is used by many professional service firms – legal, accounting, etc. to give structure and incentive opportunities for their professional staff.

For many companies in the field of management consulting, the reward system mimics this well established and proven compensation program.

Beyond what happens within the management consulting firm is what firms do when outsiders – affiliates or sales professionals bring in new business.  In my research on this topic, compensation varies from a straight “finder’s fee/commission” to a percentage of the project on a on-going basis.  Inbetween is any number of permutations and combinations.

S]]></description>
		<wfw:commentRss>http://blog.spiainc.com/sales/the-13-13-13-rule-for-professional-firms-is-the-rule-correct-for-all-professional-service-firms//feed</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>The Keys to Improving Business Relationships:  The greatest key in reducing turnover in your business &amp; improving the quality of yiour own life.</title>
		<link>http://blog.spiainc.com/management/the-keys-to-improving-business-relationships-the-greatest-key-in-reducing-turnover-in-your-business-improving-the-quality-of-yiour-own-life/</link>
		<comments>http://blog.spiainc.com/management/the-keys-to-improving-business-relationships-the-greatest-key-in-reducing-turnover-in-your-business-improving-the-quality-of-yiour-own-life/#comments</comments>
		<pubDate>Wed, 11 May 2011 18:23:31 +0000</pubDate>
		<dc:creator>Craig Stimmel</dc:creator>
				<category><![CDATA[Communications]]></category>
		<category><![CDATA[Enhancing Management Efficiency]]></category>
		<category><![CDATA[Management]]></category>
		<category><![CDATA[Relationships]]></category>
		<category><![CDATA[Business]]></category>
		<category><![CDATA[Matrix Pricing]]></category>
		<category><![CDATA[Reducing Stress in Business]]></category>

		<guid isPermaLink="false">http://blog.spiainc.com/?p=364</guid>
		<description><![CDATA[Once upon a time a small boy and girl were building a sand castle on the beach.  They spent hours building towers, walls, and a moat.  As they were building the castle, the tide slowly kept creeping in closer and closer.  Finally after working on this castle for most of the morning a big wave came in and wiped it all away.  An adult who was watching all of this was at first feeling sorry for the children because of all the work they had put into building the castle.  The adult then saw the children hold hands and run together laughing down the beach.  It was then that the adult realized that although it is fun building empires, the lasting fun is having friends with whom you can continue to laugh and be with after all that you have spent your life building has washed away.]]></description>
		<wfw:commentRss>http://blog.spiainc.com/management/the-keys-to-improving-business-relationships-the-greatest-key-in-reducing-turnover-in-your-business-improving-the-quality-of-yiour-own-life//feed</wfw:commentRss>
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