Posts Tagged ‘Mark Hunter’

Plagiarism Goes Beyond Intellectual Dishonesty

Yesterday a colleague, Mark Hunter, came across one of his articles being plagiarized by a fairly well connected LinkedIn member.  He notified a group of other sales coaches, sales consultants and colleagues about this plagiarism.  The group responded and not even 24 hours later, this particular article as well as all other articles under this person’s name were removed.

plagiarismI too have suffered from plagiarism.  A sales training company in Texas took one of my website pages one for word and copied it to their own website.  When I notified the CEO, he called and said he was unaware, apologized and the copy was removed. The CEO blamed the web designer. Over the years I have discovered other blog postings copied and have called out the authors.

Individuals who plagiarize the intellectual capitol of others demonstrate from more than dishonesty within their business ethics.  They also reveal they are lazy, lack creativity and are stupid to think eventually they will not be caught.

A recent study by the University of Missouri revealed the financial impact of dishonesty by CEOs. Unethical behavior does translate to the bottom line to a measurable 4.1% loss in shareholders’ value.

In today’s social selling world where content marketing has become a viable sales leads generating channel, being a plagiarist just does not make good business sense.  The reason is simple, in spite of how large the world is, it is still a small world.  People are connected to other people.  Software programs can find duplicate content with the stroke of a few keys.

One of the more simple ways to avoid even unintentional plagiarism is to Google the title for any content marketing in quotes.  This way the you can quickly determine if another person has written a similar article. Also this same tactic can be used to learn if your titles are being plagiarized by someone else.

In sales, people buy from people they know and trust.  Swiping the intellectual capital of others will not increase sales.

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Stop the Discounting Madness. You’re Capable of Higher Profits by Mark Hunter “The Sales Hunter”

The last several years have been difficult for the vast majority of businesses.  It seems as if every customer is demanding a lower price or at least some sort of special deal. As frequently as customers are asking for it, salespeople are giving it to them.

Salespeople are quick to defend their need to discount with the belief that this is the only way they can close the sale.  This is the number one reason I wrote High-Profit Selling: Win the Sale Without Compromising on Price. I wanted to provide salespeople with proven solutions to avoid the discounting madness.

Each chapter of the book gives you specific ideas you can use during each step of the sales process, not just when you’re closing the sale.  It’s not a book about determining the most optimal price point for what you particularly sell, because I believe whatever price point you have is the correct price point – if you have the right techniques in place to close sales at that price.

The key to closing the sale is you – the salesperson! How you position not only yourself, but also what you sell in the eyes of the customer is vital in securing full price.

All of the techniques I share in the book come directly from my years working in sales and marketing positions for several Fortune 100 companies, as well as 14 years as an independent consultant.  My work as a consultant has taken me around the world working with companies from numerous industries.  From working with salespeople in India on the topic of price negotiation to working with managers in Colombia on identifying solid prospects, I have amassed a cross-section of experience that I’m now offering you in this book.

What is interesting is not only what salespeople are saying about the book, but also the people who sit on the “other side” of the desk – the buyers who deal with salespeople every day.  They have repeatedly commented that the book hits the bulls eye in giving salespeople tools to leverage their position. Sales managers have echoed those sentiments. The book is the tool they need to better equip their salespeople to do battle with the difficult customers they face regularly.

I believe “High-Profit Selling” will show you how to stop leaving profit on the table with each sale. Once you read it, you’ll leave your discounting days behind and move on to being a top salesperson in your field.

Mark Hunter, “The Sales Hunter,” is author of “High-Profit Selling: Win the Sale Without Compromising on Price.” He speaks to thousands of people each year on how to increase their sales profitability.  For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com.

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