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MCCC Blog

Click Here to submit an article for our blog. 
Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.

Why VoIP Call Quality & Reliability is Vital to Your Business

10/5/2022

 
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By Mike Galkin, VoiceNEXT
If you’re like most business owners, you rely on your phone system to stay connected with clients, customers, and employees. Whether you’re making a sales call, setting up a meeting, or just trying to get work done, you need to know that your calls will go through clearly and reliably. That’s why choosing a VoIP provider, like VoiceNEXT, is essential to ensure your business experiences high-quality call service and reliability. In this blog post, we’ll explain why VoIP call quality is vital for your business and how to ensure you’re getting the best possible service.

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You Don’t Have to Like Prospecting … You Just Have to Do It

8/18/2022

 
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By Cal Thomas, Sandler Training
The salesperson who claims to “like” prospecting hasn’t ever done it. How can anyone “like” a process that produces such an arena for rejection? When salespeople say they like prospecting, what they might mean is this: “I don’t mind paying the price of prospecting to reach my objectives.”  Many salespeople haven’t reached that stage. If you’re still at the stage where prospecting means dialing a number and hoping the line is busy… don’t worry. You’re okay. You just haven’t learned to focus on the end result. 

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Sham Paper Trail Won’t Protect You if You Misclassify Employees

8/11/2022

 
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By Lisa I. Fried-Grodin, Esq., Fried-Grodin Employment Law
In early August, the New Jersey Supreme Court has just sent a strong message to companies that try to justify classifying workers as independent contractors without a legitimate basis to do so. The message: Don’t try to cover up an actual employment relationship by relying on a document trail designed to make a worker look like a contractor when the documents do not reflect reality. 

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How a Small Business Can Boost Strengths

8/8/2022

 
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By Jennifer Musser, JLM & Associates Consulting, LLC
Small business owners share many strengths. However, when we intentionally prioritize, delegate, and execute we don’t personally have to excel at all facets and details of running a business. Think back to prior jobs or schooling when we weren’t expected to specialize in everything. This concept applies to entrepreneurship. 

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The Healthy, High-Achiever℠

7/21/2022

 
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by John Allen Mollenhauer, Lifestyle Coach JAM
Performance Lifestyles So You and Your Team Can Achieve Ambitious Goals, Full Out, Without Burning 🔥 Out or Trading Your Health and Well Being For Success.​
I want to introduce you to an approach to goal achievement and an ever-better quality of life, even as you age. I’m borrowing a page from the world of athletics, but for his article, understand that the term “athlete,” which goes back to Bible (2 Timothy2:5 and Psalms19:5) and beyond, does not need to evoke visions of grueling preparation for a sporting event.  Bill Bowerman of Nike said, “if you have a body, you are an athlete.”  So how I would like you to interpret my use of the term “athlete” is as someone who has a lifestyle that enables them to manage their energy, stay healthy and both function and perform at higher levels in life—family, career/business, art, sport, ministry etc. 
Ok, let’s get into it. 

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Speak More Languages, Close More Sales

7/21/2022

 
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By Cal Thomas, Sandler Training
Have you ever noticed that some people jump to quick conclusions, don’t like to get bogged down with details, and like to take the 30,000-foot view of issues?  Or that others prioritize making and keeping friends?  Or that still others just don’t like change and conflict, and want to avoid making decisions?  If you’ve ever noticed people who fit those descriptions, then you’re in a good position to expand your repertoire of selling languages!

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It Takes Heart

6/23/2022

 
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By Jennifer Musser, JLM & Associates Consulting

​Launching a business is an interesting, challenging growth experience. Thousands of books are available to read. Podcasts are plentiful. The internet holds a sea of information. Folks offer advice and opinions. Some want to see you succeed. Others, not so much. At the end of the day, none of that matters.  A founder chooses what they find.

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If You Want to Keep Employees, Try This Performance and Productivity Tool

6/23/2022

 
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by John Allen Mollenhauer, Lifestyle Coach JAM
Possibly the #1 Way to Attract and Retain Top Talent for Your Company Amid the Great Resignation [Besides a Strong Financial Package, Incentives, and a Healthy Environment]!  About one year ago, I penned an article-Now Hiring? 3 Ways to Attract and Maintain High-Performance Employees!  I want to highlight one aspect of that article: having a proactive strategy to help employees avoid burning out and improving the quality of their work life. Put simply, tiring out and ultimately burning out is arguably the number one reason employees leave an organization.

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No One Gets into Your Head Without Your Permission

6/23/2022

 
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By Cal Thomas, Sandler Training
Have you ever volunteered a price reduction before someone asked for it?  Have you ever felt less than okay about yourself because somebody didn’t decide to buy from you? 

​If you answered “Yes,” you should be aware that you let your buyer into your personal headspace, where the buyer didn’t belong. ​You chose to become emotionally involved in the sales process. And you know what? That usually doesn’t end well.

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Why Selling Features and Benefits Doesn’t Work

5/19/2022

 
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By Cal Thomas, Sandler Training
Here’s an interesting exercise: On a piece of paper, draw a vertical line down the center of the page. At the top left side, write your company’s name. On the top right side, write the name of your most important competitor. Down the left side of the page, write the numbers 1, 2 and 3. Do the same thing on the right side of the page. Under your company’s name, list the top three benefits of the product or service that you’re selling. Be sure these benefits explain why people buy from you. Is it because your product or service generates increased profits? Does it maximize efficiency? Is it easy to use? Is the service and support you offer fantastic? 

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Express Your Feelings Through Third-Party Stories

4/25/2022

 
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By Cal Thomas, Sandler Training
Have you ever sat in front of a prospect and thought you should say something – but didn’t?  If you’re like most of us, the answer to that question was “Yes.” You cut that thought short and chose not to put it into words. You recognized that you weren't confident enough to say what you wanted to say, because you thought it might jeopardize the sale. In that instant, your gut was talking to you and telling you about something important that needed to be communicated. A little voice inside you was telling you, “Say it, say it!” The problem was you didn’t know how to communicate what you wanted to say without.

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Attitude: A Most Misunderstood Word

3/23/2022

 
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by Tommy Hilcken, Tommy Hilcken Productions

​Managers tell salespeople that their attitude controls their sales. Therapists tell couples to change their attitudes towards each other to improve their relationship. Doctors advise patients that when there’s no further treatment option, “now it's up to you. Have a positive attitude.”

But despite how frequently we use it, “attitude” is a most misunderstood word.  What does “attitude” mean?
​

Read More

A Prospect Who Is Listening Is No Prospect At All

2/17/2022

 
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By Cal Thomas, Sandler Training
​Sometimes salespeople are a little surprised when we share a simple, time-tested selling principle: a prospect who is listening isn’t really a prospect.  What on earth does this mean? Isn’t it a good thing when someone listens to what we have to say during a sales call?  Maybe, maybe not. Think about it. Who’s doing the talking and who’s doing the listening?  If we’re running our mouth 90% of the time during that sales call, and the other person is doing all the listening, that means they’re not engaging, which means we don’t learn anything, and we don’t understand what their issues are!​

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Contracts 101: Limitation of Liability Clauses

1/14/2022

 
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By Eric Probst, Principal, Porzio Bromberg & Newman P.C.
Contracts and their terms serve several functions. Two critical functions are managing and allocating risk—two distinct concepts influenced by the leverage a contracting party has or brings to the negotiations. One of the most important provisions that should not be overlooked is the limitation of liability clause, a clause that allocates and manages risk for contracting. Why include a limitation of liability clause in a contract? A limitation of liability clause is essential in a contract because it provides certainty and acts as a safety net, clearly outlining what you are liable for in the event of a breach of contract. 

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Are You and Your Sales Team Speaking the Same Language?

12/16/2021

 
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By Cal Thomas, Sandler Training
One big challenge we all face as sales leaders is that we may have people on our team who aren’t on the same page as we are.

Very often, we as the leader, are speaking one language; but the salesperson who is taking part in a conversation with us is speaking a very different language. We may not even realize that’s what is happening!

Read More

A Decision Not to Make A Decision Is A Decision

11/19/2021

 
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By Cal Thomas, Sandler Training
​​How comfortable are you, on a scale of 1 to 10, when a prospect tells you “Let me think it over?”  If you answered anything other than a 1, there could be a problem. You may want to consider implementing a classic Sandler selling rule: “A decision not to make a decision is a decision.”  Think about it. If we’re completely okay with a prospect telling us, “I need to think this over,” or “You’re close, but we need some time to evaluate,” or “We’ll let you know” – what does that really say about us as sales professionals?

Read More

No Mutual Mystification

10/21/2021

 
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By Cal Thomas, Sandler Training
It’s time for a 21st-century reality check: We all live (and sell) in a ridiculously fast-paced environment. We all have more platforms, more information, more commitments, more conversations, and more priorities to address than we can comfortably handle. That’s kind of our defining trait these days: data overload and compressed timelines. As a result, we are sometimes spread too thin, which means we are prone to miss things, perhaps important things, that are going on in someone else’s world. 

Read More

The Question That Will Catapult Your Success

8/19/2021

 
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By John Allen Mollenhauer "JAM", Performance Lifestyle Coach
What Are You Living For?  In other words, what are you up to in this life, and are you clear on how you need to live to achieve that?  That question reflects what matters to you, what you value, and where you’re going. Answer the question, what you are you living for? and you will almost immediately be able to determine, why your life and style of living it is the way it is, the level you are playing at and so much more.

Read More

All Prospects Lie All the Time

8/19/2021

 
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By Cal Thomas, Sandler Training
​
One of the classic selling rules David Sandler developed and shared with salespeople sounds a little harsh…but it’s true. Sandler warned us that “All prospects lie all the time.”  Maybe that sounds combative, but if we were to tweak the rule just a little bit, we could see past that and understand what Sandler was getting at. Suppose we were to say “All prospects are protecting themselves all the time.” Would that be clearer? Sure it would. Well, if we step back, we’ll realize that the two formulations are saying exactly the same thing.

Read More

Now Hiring? 3 Ways to Attract and Maintain High-Performance Employees!

7/15/2021

 
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MINI-GUIDE. Whether you are a business owner, executive/human resources professional, or other, give yourself 10 minutes to sit back and read this. It will make your company a magnet for employees, including you, who want to thrive. Then act on it. 

by John Allen Mollenhauer “JAM”, Performance Lifestyle Coach
The employees coming back to the worksite post-Pandemic are not the same ones who left in March of 2020. Like most of us, our priorities changed because of the Pandemic. Before the Pandemic, most of us we worked from 7:00 am to 7:00 pm, daily, with travel added on to and from location-based businesses. This left us with little time for self-care, our families, and other life interests, at least during the work week. During the Pandemic, while working from home, and not having to travel to work, we began to have time for such “luxuries,” which are downright essential to wellbeing. We realized that we could have it all so to speak -- get our work done and see our families!

Read More

Never Help the Prospect End The Interview

7/15/2021

 
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by Cal Thomas, Sandler Training
We have all been in situations where we are on a sales call, and we get the sense that the other person has checked out of the discussion for some reason. Maybe there is an uncomfortably long silence on the phone. Maybe we can see the other person looking disengaged, making faces, getting distracted, or checking their phone.

The question is, what do we do then?

Read More

Real Estate Lessons Learned from Covid-19: A Review of Recent Precedent on Lease Clauses

7/15/2021

 
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By Jonathan B. King, Porzio Bromberg & Newman, P.C.
As every commercial landlord or tenant is doubtless aware, the Covid-19 pandemic and resulting business closures wreaked havoc on the commercial leasing realm, impacting just about every tenant's ability to conduct business, generate revenue, and pay rent. Amidst the wreckage, a coast-to-coast legal battle has raged from the beginning of the economic shutdown and continuing through this day and beyond, as to one central question: Should the landlord or the tenant absorb the costs of a global pandemic that nobody anticipated? 

Read More

When All Else Fails, Become a Consultant

5/20/2021

 
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by Cal Thomas, Sandler Training
When you know you’ve lost the business, what do you usually do?
 
We have all been in that position. We thought we had something. The deal fell through. We know it’s over. The buyer made a decision. We have to say something. The question is, what? There should be a go-to move in this situation, something we do consistently, as part of a process. So: Does that go-to move exist? 

Read More

The Future of Work – Again

5/11/2021

 
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by Chris Reardon

While business leaders everywhere are asking what will be the future of work in a post-COVID world, one workplace expert maintains we have been through this before and simply need to adapt as we have in the past. Bhushan Sethi, global head of people and organization for PwC, recently spoke about the future of work and what it will look like after the pandemic passes at a virtual forum hosted by the chamber.

Read More

MCEDC: Support for Small Business Owners

11/11/2020

 
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by Edward Ramirez, ED.S., M.S.O.L, MCEDC
The Morris County Economic Development Corporation is committed to assisting businesses succeed by adhering to our mantra, to create, innovate, and grow.  We offer a variety of resources, such as peer-to-peer forums, counseling services and professional development opportunities, developed especially for solo-preneurs, entrepreneurs and small business owners.  We have a passion to serve and to see our business community succeed and thrive!       

Read More
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    Please Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.
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©2023 Morris County Chamber of Commerce  |  A 501(c)(6) nonprofit membership organization
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