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OPINION

JEFFREY GITOMER: What’s your ‘type’? Mine is ‘sales successful’

Everybody talks about “types” of people, in order to try and figure them out. Salespeople are all taught to mirror, model, and type their prospective customers. Big mistake. My opinion: total manipulation. Total joke. Total waste of time. The key word is harmonize. Not mirror or model. Harmonize is sincere. Mirror or model is manipulative. Get to know them as ...

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#justsayin’ takes a look at Trump’s visit to Jackson

Cartoonist Ford Williams takes a look at Republican presidential nominee Donald J. Trump’s visit to Jackson, Mississippi. Ford is a 2016 honors graduate of Jackson Academy where he was named Most Talented and selected to the Hall of Fame.  He is the recipient of numerous Scholastic Art & Writing Awards, including three Gold Keys, one Silver Key and three Honorable ...

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ALAN TURNER — Celebrating Mississippi’s dynamic business women

Through the years, I’ve learned one highly encouraging thing about Mississippi—namely, that we are richly blessed with a great group of professional business women who own and manage businesses, direct large and small enterprises, serve the public good, educate, inform, and contribute to the overall quality of life in the Magnolia State. For 19 years now, the Mississippi Business Journal ...

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GLENN McCULLOUGH — Powering Mississippi’s economy

Mississippi’s abundance and wide array of energy resources means we pay less than the national average for residential, commercial and industrial electricity. At the same time, Mississippi’s renewable energy resources are putting our people to work, processing the raw materials and restoring the forestland. Mississippi’s 19.8 million acres of forestland fuels a thriving forest product industry, generating a $12.3 billion ...

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TODD SMITH — Which ads scored on the Olympic podium?

When the 2016 Olympics began, many TV advertisers were crossing their fingers that their strategy would pay off. Reaching an estimated 26.5 million total viewers in the U.S., they were hoping their ads scored Olympic gold with the right audiences. To answer the pay-off question, advertisers will predominantly look at three specific areas of performance, according to Google Analytics: 1. ...

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JEFFREY GITOMER — What is the key that unlocks the sale?

Is there a one word answer to making more sales happen? YES! Probing? Listening? Presenting? Talking? Assessing? Pain? Objections? Closing? Manipulating? The key to selling is not probing, listening, presenting, talking, assessing, pain, objections, and especially not manipulating. The key that unlocks sales is harmonizing. But you’d never know that from most salespeople’s actions. Selling is about understanding the other ...

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