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Sales & Marketing

Online security – Watching for what we don’t want to see
Former US football coach and sports commentator, John Madden, once observed that, ‘Coaches have to watch for what they don't want to see and listen to what they don’t want to hear.’ If that’s the case, those of us in the online security community are all coaches. Our role is to anticipate future card fraud schemes and guard against them, ensure the true identity of online shoppers, and design systems that fight theft before it occurs.
Sales is everything – Be the ultimate rainmaker for your business
It’s easy to say that most of the 'Sales Superstars' are basic people that come from humble beginnings. Yes, the best are generally nice people, but all filled with dogged determination and the almost obsessive belief that they will achieve their goals. They are prepared for nothing less. What stands out in the best is that internal motivation that lights the fire. That drive to succeed is far more potent than any other quality. Given a strong internal motivation, I believe that sooner or later the individual who is driven to success will succeed. It's only a matter of time.
The technician who could not sell
By Mark Berger - Mark Berger Training: Years ago, we bought an expensive photo copy machine for our business. The 'Sales Rep' got us to sign the contract, made their commission and went on to find the next customer. We never saw them again. However, at least once every 3 months, a 'technician' would come to our offices to service the machine. As he was a 'technical person', he never asked us any 'sales' questions. He never asked if we needed paper (we were not even aware that their company sold paper). He never asked us if we would like additional functionality, such as scanning or faxing (we never knew the machine could do that). He never offered to upgrade us to a newer, more suitable machine (we thought ours was doing just fine!).

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