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UPDATE – Special Edition

A New Iteration of a Familiar Story They thought they could Why would educated, landed and influential people risk everything to rebel against the status quo? In the 1700's these people (who happened to [...]

Not Your First Rodeo?

Cycles | Trends | Fads "I've seen this movie!" Some "new" process comes along and less-experienced folks think it is revolutionary. Silvers know that it is most likely to be a reiteration. More importantly, [...]

  • management

Are You Managing or Supervising Your Salespeople?

Managing vs. Supervising Salespeople are treated differently in most organizations - largely because their roles are unique. No two days are the same, they deal with pressure and rejection and they can feel vulnerable [...]

  • Farmers Insurance

Farmers Insurance May Be On To Something

You have probably seen the commercials from Farmers Insurance. If not, they highlight some of the most obscure incidents an insurance company would be asked to cover. Such is the value us "Silvers" bring [...]

The Power of 3: Part One

Regardless of your profession, The Power of Three can help you. If you interact with people – and who doesn’t? – you will find that using this tool will uncover alternatives you may not have [...]

SILVERs Columns: Jerry Striplin

Chuck’s Note: Jerry Striplin and I were entry-level technicians at AT&T when it was the largest corporation in the world. We were both inspired by some OWMs to move up and out, even though we [...]

Turning Silver into Gold

The response to the initial newsletters on the subject of making better use of seasoned professionals has been remarkable. Readers have been sending in statistics, anecdotes and questions that have caused me to rethink [...]

A Surprising Sales Strategy for 2019

It is happening throughout the North American culture. It is the result of prolonged approaches that are being increasingly resisted. Some of the Generally Accepted Sales Practices (GASP) of value-added selling support it. The amazingly [...]

A New Year, A New Underclass

You Are Either in the New Underclass or You Know Someone Who Is Your Employee? | Your Boss? | Your Spouse? | Your Friend? January Some folks got together and decided to create a new [...]

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