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PROFIT: Issue - November 2010

Features
Sales win
Topic:  Sales & Marketing
How to win the new sales game By Joanna Pachner  | October 12, 2010   It’s tougher than ever for today’s salespeople, and the rules have changed. Here's what you need to succeed.
headless salesman
Topic:  Sales & Marketing
Traits of salespeople you should hire By Deborah Aarts  | October 13, 2010   The 3 characteristics that all great salespeople have in common.
Rick Spence Headshot
Topic:  Sales & Marketing
Don't frame sales conversations as confrontations By Rick Spence  | October 13, 2010   Smart salespeople know that success comes only when the client wins first.
Topic:  Sales & Marketing
Best salespeople ever By PROFIT staff  | October 13, 2010   Three business leaders tell us about the best salespeople they ever hired.
Topic:  Sales & Marketing
The five most essential sales skills By Deborah Aarts  | October 13, 2010   Even the most empathetic, driven and resilient salespeople can always stand to improve. PROFIT asked a group of sales training specialists to explain the five most important — and teachable — skills that salespeople need in order to be great.
Gabrielle Chevalier
Gabrielle Chevalier, COO and grandmother, has turned Solutions 2 Go Inc. into the market leader By Eleanor Beaton  | October 13, 2010   Not content with success, she wants to push her company to the billion dollar level.
PROFIT W100
Topic:  Leadership
Canada’s Top Women Entrepreneurs October 12, 2010   The women of the 12th annual PROFIT W100 ranking show what it takes to succeed in business.
Gloria Rajkumar
Topic:  Sales & Marketing
The customer service edge By Jennifer Myers  | October 08, 2010   Gloria Rajkumar hated the way the insurance assessment industry operated—so the first-time entrepreneur launched a new firm to show others how it’s done.
Ann Kaplan
Ann Kaplan created company to help Canadians finance private medical procedures By David Pimentel  | October 13, 2010   From cosmetic surgery to veterinary procedures to infertility treatment, consumers now have an alternative payment option for services not covered by Medicare.
bureaucrcy graphic
Topic:  Startup / Finances / Technology
The Canadian Small Business Report By Ian Portsmouth  | October 13, 2010   How government, big banks and new technologies are helping — and harming — entrepreneurial firms.
Opportunities
Topic:  Startup / Opportunities & Trends
Sustaining startup success By PROFIT  | October 13, 2010   What strategies can maturing startups use to keep growing? At PROFIT’s recent GrowthCamp, we asked HOT 50 leaders to share how they keep ahead of the curve.
Topic:  Opportunities & Trends
Ho-ho-hope for Christmas retail By Deborah Aarts  | October 13, 2010   A solid web presence is the way into buyers’ wallets this Christmas shopping season.
Orderbot
Topic:  Startup / Opportunities & Trends / Technology
Orderbot takes the leisurely approach to business growth By Bryan Borzykowski  | October 12, 2010   Orderbot's Steve Izen and Marianne Zakhour vowed to build a business that meets their needs as much as the market’s. In the fast-moving world of software development, will that focus pay off?
Topic:  Startup / Opportunities & Trends
What the experts say about Orderbot By Bryan Borzykowski  | October 13, 2010   PROFIT asked a professor of entrepreneurship and a tech startup specialist to share their thoughts on Orderbot’s approach.
Rick Spence Headshot
Topic:  Sales & Marketing
Don't frame sales conversations as confrontations By Rick Spence  | October 13, 2010   Smart salespeople know that success comes only when the client wins first.
Chair race
Topic:  Opportunities & Trends / Peer - to - Peer
The fun theory By Ian Chamandy and Ken Aber  | October 13, 2010   If selling is an exercise in changing buyer behaviour, then give your prospects some positive reinforcement.
Franchise Watch
Topic:  Opportunities & Trends / Peer - to - Peer
Yves Rocher uses trend of organic and natural health to revitalize cosmetics brand By Lesley Young  | October 13, 2010   Yves Rocher’s new retail concept — Atelier — hopes to profit at the junction of two big trends: natural health and “masstige.”
Rypple
Topic:  Opportunities & Trends / Leadership / Technology
Rypple software blends social media principles with employee performance management systems By Andy Holloway  | October 13, 2010   Employees want more feedback, and young, computer savvy employees want it immediately.
Gone to the dogs
Topic:  Opportunities & Trends
Fashion for pets By Bryan Borzykowski  | October 13, 2010   Cats and dogs are being pampered more than ever, and it's a multibillion-dollar industry that companies of all kinds can profit from.
Handbook
Happy Business
Topic:  Opportunities & Trends / Leadership / Peer - to - Peer
Pump up employee passion By Brian Scudamore  | October 13, 2010   Engaged staff are more effective, loyal and happy. Here are nine good ways to get your team in the game.
Xmas gift
Topic:  Leadership / Peer - to - Peer / How-To-Guides / Handbook
Advisory Board: Christmas gift follies and more By PROFIT  | October 12, 2010   With Christmas just around the corner, our experts reveal how to avoid client gift-giving pitfalls. Plus: tablet PCs and financial reporting standards.
Topic:  Opportunities & Trends / Peer - to - Peer / Handbook
Why you need a better shareholders’ agreement By Andy Holloway  | October 12, 2010   Too many business partnerships are governed by goodwill or shoddy contracts—leading to disastrous results.
Topic:  HR / Leadership
Are you an employer of choice? By PROFIT staff  | October 13, 2010   Attracting today’s best and brightest is much easier when workers want you as much as you want them. Take this test to see whether your firm does what it takes to be an employer of choice.
Topic:  Opportunities & Trends / Leadership
Five tools that build corporate culture By Mark Wardell  | October 12, 2010   No two corporate cultures are exactly alike, but great ones share this key element: the continuous pursuit of excellence
Topic:  Opportunities & Trends / Handbook
Green consumers are skeptical By Deborah Aarts  | October 13, 2010   Eco-conscious consumers are willing to pay more, but you'd better back up your claims — or fess up where you’re falling short — when trying to sell your green product.
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