Articles by Terry Nicholson

Money Talks: When Forces Collide

December 22, 2008
Hold on to your hiring hat because good help is about to hit the streets in droves. These tough times will create an opportunity for you as people start to lose their jobs. Layoffs mean that plenty of good people are going to be looking for jobs, and many will be willing to look at industries they would have never considered before.
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Money Talks: The Toughest Investment You'll Make

November 3, 2008
At the end of the day, your success is predicated on the quality of the team members you have in place. If you stick with a team that isn’t working, you’re betting your company, your income, and your family’s future on these individuals.
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Money Talks: Campaign Season Mail Slows Ad Deliveries

October 6, 2008
With political campaigns going at full speed, mailboxes across the country are going to be stretched to the breaking point in the coming weeks with direct mail, promises, and pleas from elections national and local. This overstuffing could impact your company's direct mail if you’re not careful.
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Money Talks: Family Committees Lead to Failures

June 30, 2008
In the world of contracting today, the family-run business is just as prevalent as ever. It’s not unusual to see family members working together trying to make money every day. However, as you’ll see, that family focus can sometimes lead to family failure.
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Money Talks: When Owners Do Dumb Things

June 23, 2008
My Sales Champ vs. Sales Chump column evoked a lot of feedback opening a separate topic that should be addressed quickly before another owner out there makes the same mistake with a high-performing salesperson.
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Sales Manager: Superstar or Pretender?

May 26, 2008
When I addressed the challenge of “How do I inspire my salesperson to sell more” in my last column, it all started with selling your team on selling. But, once they are fired up about selling, it’s time to get into the nitty-gritty of sales management.
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Money Talks: Sell 'Em on Selling

May 19, 2008
In order for you to have a better salesperson, you must be a better sales manager. It’s always easier to lay the blame on others and point out that it’s their fault that they’re not selling. But to quote Harry Truman for the millionth time, “The buck stops here.”
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Money Talks: Take it Personally

May 5, 2008
More and more communication in our world is happening via e-mail. It’s getting to the point that actually talking to people is becoming obsolete. But HVAC sales are still personal sales that require a personal approach.
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Money Talks: Lessons From the Junkyard Dog

December 10, 2007
When Jim Croce sang his tale about Bad, Bad Leroy Brown, he dropped in that line about Leroy being meaner than a junkyard dog. But what if you could learn a few things from an old junkyard dog?
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Why Did My Champ Become a Chump?

November 12, 2007
You just hired a new salesperson and he’s knocking sale after sale out of the park. This guy is a natural, and you’re ready to crown him the “sales champion of the decade” after his first three record-breaking weeks. The weird thing is he doesn’t have any technical knowledge. After being trained, he falls apart. What happened?
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