Educational Articles

Written by EGIA Contractor University’s World-Class Faculty

Sales Expectations Drive Sales Results

By Weldon Long
One of the biggest challenges I see with contractors is a failure to understand how our beliefs and expectations of the sales function impacts our business success. If a contractor sees the sales function and sales professionals in a negative light, those limiting beliefs will undermine the company’s sales results.
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The Genius of Leadership: Effective Leadership Practices

By Gary Elekes
We all crave good leadership! It is exciting, challenging and rewarding when we are involved with effective leadership, and it can be frustrating as an employee when we recognize leadership is off course. One of our main “opportunities” in contracting is to find, recruit, hire, train and develop people around us to improve our company’s execution.
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21 Leadership Tips from Nordstrom

By Mark Matteson
Today, Blake, Pete and Erik Nordstrom serve as co-presidents of Nordstrom Inc. From one tiny store, Nordstrom has grown into a leading fashion specialty retailer with a global reach, and 2016 earnings of $3.34 billion.
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If Your Sales Are Down, Don’t Worry, You Are Not Alone

By Drew Cameron
I submit the following “Reasons I Can’t Sell This Month” for weak and mediocre salespeople.
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How to Increase Sales of Replacement Residential Heating Systems

By Drew Cameron
In my travels I often hear many tales of woe when it comes to sales and profits companies have been generating, or more realistically — have not been generating.
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