Bibliography

@article{Hill2015a,

title = {The Buck Stops Here: Managing others well starts with managing yourself},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/90-the-buck-stops-here-managing-others-well-starts-with-managing-yourself},

year  = {2015},

date = {2015-01-01},

journal = {MJSA Journal},

number = {March},

pages = {20--21},

abstract = {One of the most important contributors to business success is the level of engagement and work satisfaction among your employees. So learning how to be a terrific manager is essential to your bottom line.},

keywords = {hr, manager, managing, personal development, professional development},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2015b,

title = {Winter Workout: Creating a game plan for the new year},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/71-winter-workout-creating-a-game-plan-for-the-new-year},

year  = {2015},

date = {2015-01-01},

journal = {MJSA Journal},

number = {January},

pages = {18--19},

abstract = {It's January - time to prepare for the year ahead. As long as you are actively engaged in the thought process of anticipating and solving problems that haven't occurred yet, you will be able to keep your business moving forward.},

keywords = {problem solving, solutions oriented},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2015c,

title = {Save the Cat: Why curiosity is a prerequisite for business success},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/85-save-the-cat-why-curiosity-is-a-prerequisite-for-business-success},

year  = {2015},

date = {2015-01-01},

urldate = {2015-01-01},

journal = {MJSA Journal},

number = {May},

pages = {20--21},

abstract = {How to cultivate curiosity to better understand customers, improve products and services, and solve problems.},

keywords = {},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2015d,

title = {Get it Together: Organizing your way to being a better manager},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/75-get-it-together-organizing-your-way-to-being-a-better-manager},

year  = {2015},

date = {2015-01-01},

journal = {MJSA Journal},

number = {March},

pages = {16--17},

abstract = {Applying the four pillars of management success — planning, organizing, controlling, and leading — to your role as a business manager.},

keywords = {business planning, four pillars of management, leadership, management, operational control},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2014b,

title = { What’s Your Merchandise Point of View?: Differentiate Your Brand and Attract More Business},

author = {Hill, Andrea M.},

url = {https://www.retailinginsight.com/node/76788},

year  = {2014},

date = {2014-08-01},

urldate = {2014-08-01},

journal = {Retailing Insight Magazine},

volume = {(August)},

abstract = {Behind every thriving retailer is a clearly defined merchandise point of view.  Here we'll discuss how to develop and implement a successful one. },

keywords = {marketing, sales},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2014a,

title = {The Good Boss: Tips for becoming a better manager},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/89-the-good-boss-tips-for-becoming-a-better-manager},

year  = {2014},

date = {2014-01-01},

journal = {MJSA Journal},

number = {August},

pages = {24--25},

abstract = {If you want to improve your business, learn and practice these eleven characteristics of good managers.},

keywords = {employee motivation, management, manager},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2014b,

title = {Pursuing Perfection: Achieving excellence through imperfection},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/83-pursuing-perfection-achieving-excellence-through-imperfection},

year  = {2014},

date = {2014-01-01},

journal = {2MJSA Journal},

number = {June},

pages = {18--20},

abstract = {To recognize perfection when it occurs is a blessing. To stifle your achievement in an inadvisable pursuit of perfection is a misstep. Here's how to achieve excellence through almost-perfection.},

keywords = {excellence, perfectionism},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2014c,

title = {Holiday Countdown: Tips to help you stay in control this holiday season},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/76-holiday-countdown-tips-to-help-you-stay-in-control-this-holiday-season},

year  = {2014},

date = {2014-01-01},

journal = {MJSA Journal},

number = {October},

pages = {18--19},

abstract = {Suggestions to help small business owners stay in control of their business during the busiest weeks of the year.},

keywords = {controls, marketing, operations, production, sales},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2014d,

title = {The Horror of Hiring: Tips to avoid making painful hiring mistakes},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/77-the-horror-of-hiring-tips-to-avoid-making-painful-hiring-mistakes},

year  = {2014},

date = {2014-01-01},

journal = {MJSA Journal},

number = {September},

pages = {18--19},

abstract = {Put these hiring tools in your toolbox to do a better job finding the right people and avoid making regrettable hiring mistakes.},

keywords = {employees, hiring, hr, recruiting},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2014e,

title = {Letting Go of Perfection: Establish expectations to help release control},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/80-letting-go-of-perfection},

year  = {2014},

date = {2014-01-01},

journal = {MJSA Journal},

number = {May},

pages = {18--19},

abstract = {Micromanagement is a sure way to decrease business productivity and innovation. Instead, establish clear expectations for specific roles and tasks, then release control to those who you've hired to meet those expectations.},

keywords = {deletation, human resources, management, micromanagement},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2014f,

title = {Be the Outlier: Strive to differentiate beyond design},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/66-be-the-outlier-strive-to-differentiate-beyond-design},

year  = {2014},

date = {2014-01-01},

journal = {MJSA Journal},

number = {July},

pages = {18--19},

abstract = {Jewelry design businesses try to differentiate on design, but that is insufficient. Differentiation requires that run a highly effective operation; build a strong, positive company culture; have a clear value statement; offer an authentic brand experience; and excel at continuous improvement.},

keywords = {brand, competitive advantage, differentiation, economic advantage, small business strategy},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2013,

title = {Priotize Please: Setting time and goals for business focus areas},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/82-priotize-please-setting-time-and-goals-for-business-focus-areas},

year  = {2013},

date = {2013-01-01},

journal = {MJSA Journal},

number = {February},

pages = {22--23},

abstract = {Success is a matter of planning and prioritizing. Here's a look at how you can set goals and schedule the time to accomplish them.},

keywords = {goals and objectives, success, time-management},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2013a,

title = {Role Play: Closing the expectations and training gap},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php?option=com_hikashop&ctrl=product&task=show&cid=44&name=the-training-gap-how-to-close-the-distance-between-expectations-and-experience&Itemid=&category_pathway=16},

year  = {2013},

date = {2013-01-01},

journal = {MJSA Journal},

number = {January},

pages = {18--19},

abstract = {Why do business owners experience so many problems with employee performance, attitudes, interpretation of requests, and general behavior? Because so many businesses do not have the proper structures and processes in place to help guide the correct performance.},

keywords = {employee development, management expectations, training},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2013b,

title = {Buying an Edge: How investing in technology can improve your business competitiveness},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/68-buying-an-edge-how-investing-in-technology-can-improve-your-business-competitiveness},

year  = {2013},

date = {2013-01-01},

journal = {MJSA Journal},

number = {January},

pages = {20--25},

abstract = {To achieve minimum standards in customer management, marketing, operations, production and sales, you must invest in the proper technology and fully implement it.},

keywords = {business technology, crm, erp, mrp, pos, small business technology},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2012,

title = {Super Sellers: Look outside the industry for marketing inspiration},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/88-super-sellers-look-outside-the-industry-for-marketing-inspiration},

year  = {2012},

date = {2012-01-01},

journal = {MJSA Journal},

number = {June},

pages = {18--19},

abstract = {Cultivating niche markets, telling stories, and personalization are all important trends in sales to consumers. Are you tapping into these trends to improve your business?},

keywords = {market development, marketing, sales, selling},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2012a,

title = {Surfs Up: Pick the right partners for web development},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/41-back-to-the-web-site-pick-the-right-partners-for-web-development},

year  = {2012},

date = {2012-01-01},

journal = {MJSA Journal},

number = {July},

abstract = {Ample information exists on what makes a website good, better, or best. But many people fail to consider their most important role in developing a website—how you, as the director of the effort, can be more effective by choosing your partners wisely.},

keywords = {},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2012b,

title = {What is Marketing? Outlining the four phases},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/91-what-is-marketing-outlining-the-four-phases},

year  = {2012},

date = {2012-01-01},

journal = {MJSA Journal},

number = {January},

pages = {20--21},

abstract = {You might have a business like this. Excellent product? Check. Sound operations? Check. Service mentality? Check. But still, you don't get in. Why? Because even when you do everything else right, if you fail to market effectively you will fail to find the consumers who care about what you have to offer.},

keywords = {},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2012c,

title = {Who Are You? Defining your key customers},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/35-who-are-you-defining-your-key-customers},

year  = {2012},

date = {2012-01-01},

journal = {MJSA Journal},

number = {February},

abstract = {The worst blind dates are a cautionary tale for bad marketing. You don't want to be the marketer spending $3.5 million for 30 seconds of Super Bowl exposure, only to find out your audience was out playing football at the park rather than watching it on TV.},

keywords = {},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2012d,

title = {Money Talks: Stalking the Oracle of Omaha for industry insights},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/37-stalking-the-oracle-of-omaha-investment-insights-for-jewelry-business},

year  = {2012},

date = {2012-01-01},

journal = {MJSA Journal},

number = {October},

pages = {20--21},

abstract = {Berkshire Hathaway's investment choices in the third quarter of 2012 have two important messages for the jewelry industry. Here they are.},

keywords = {},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2012e,

title = {Penny Wise and Pound Foolish: spending marketing dollars wisely},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/hikashop-menu-for-module-141/product/40-penny-wise-and-pound-foolish-spend-your-marketing-dollars-wisely},

year  = {2012},

date = {2012-01-01},

journal = {MJSA Journal},

number = {May},

pages = {20--21},

abstract = {You have many options for not only spending advertising dollars, but also leveraging the dollars you spend. Here are some smart ways to maximize your advertising budget.},

keywords = {marketing, marketing budget, marketing spend},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2012f,

title = {Ponder Power: Thinking about advertising pays big dividends},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/39-ready-aim-give-more-thought-to-your-advertising-and-pay-big-dividends},

year  = {2012},

date = {2012-01-01},

journal = {MJSA Journal},

number = {April},

pages = {18--20},

abstract = {To break the cycle of acting before you've spent enough time thinking about your advertising plans, ask and answer the following five questions. Your advertising will improve dramatically as a result.},

keywords = {advertising},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2012g,

title = {Round and Round: Communication keeps the wheel of sales turning},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/36-round-and-round-communication-keeps-the-wheel-of-sales-moving},

year  = {2012},

date = {2012-01-01},

journal = {MJSA Journal},

number = {July},

pages = {18--19},

abstract = {Whether your marketing department has dedicated employees or is simply one of the roles you take on, learn to view your marketing effort as a hub in the middle of many spokes. The outer wheel is sales and the spokes connecting it to the hub are merchandising, inventory control, product development, and accounting. The wheel can't turn without the hub, and the hub goes nowhere without the wheel.},

keywords = {sales management},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2012h,

title = {Social Media: Wasting time, or time to commit?},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/42-social-media-wasting-time-or-time-to-commit},

year  = {2012},

date = {2012-01-01},

journal = {MJSA Journal},

number = {September},

pages = {20--21},

abstract = {Many of you have already incorporated social media into your business marketing in some fashion, but most are still wondering what benefits it provides, what the true costs are, and how to measure the results. This little primer will help you frame the issue for further consideration.},

keywords = {marketing, social media},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2011,

title = {Weave a Web of Customer Relationships},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/32-weave-a-web-of-customer-relationships},

year  = {2011},

date = {2011-01-01},

journal = {MJSA Journal},

number = {May},

pages = {18--19},

abstract = {Business value is about the complex web of relationships, systems, and services that combine to create value for the business as the business contributes value back to the network.},

keywords = {},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2011a,

title = {What Does the Concept of Value Mean in Your Company?},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/28-value-is-as-value-does},

year  = {2011},

date = {2011-01-01},

journal = {MJSA Journal},

number = {January},

pages = {18--19},

abstract = {How do you apply the concept of value to your business? If value is about any one thing, it is about durable, sustained business success. And to achieve that success, a clear and consistent understanding of the concept is essential.},

keywords = {},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2011b,

title = {money-matters-managing-strategic-costs-2011-10.pdf},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/33-money-matters-managing-your-most-strategic-costs-for-greater-profit},

year  = {2011},

date = {2011-01-01},

journal = {MJSA Journal},

number = {October},

pages = {18--19},

abstract = {Nothing adds more value than managing your inventory and labor details well enough to turn a profit.},

keywords = {inventory, inventory management, turns},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2011c,

title = {Success Strategies: Raise business value by improving employee quality},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/31-you-are-the-company-you-keep-raise-business-value-by-improving-employee-quality},

year  = {2011},

date = {2011-01-01},

journal = {MJSA Journal},

number = {March},

pages = {22--23},

abstract = {No other investment you make has greater impact on your overall business value than the talent you seek, hire, train, and keep. Conduct a comprehensive evaluation of your employee performance and overall organization, and make sure you have the right people in the right jobs doing their best work.},

keywords = {employee quality, recruiting, recruitment, talent management},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2011d,

title = {Selling Virtual Inventory: Incorporating brass-and-glass and custom designs into the mix},

author = {Hill, Andrea M.},

year  = {2011},

date = {2011-01-01},

journal = {MJSA Journal},

number = {November},

abstract = {Information for jewelers selling digital designs and incorporating brass-and-glass prototypes in their merchandising strategy},

keywords = {brass-and-glass, CAD, digital design},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2011e,

title = {Hire the Best: People are the key to long-term business value},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/30-hire-the-best-a-few-simple-systems-to-start-your-hiring-process-on-the-right-foot},

year  = {2011},

date = {2011-01-01},

journal = {MJSA Journal},

number = {June},

pages = {20--21},

abstract = {Even those who are reasonably good at assessing the character of others make dreadful hiring mistakes. Why? Because most jobs are poorly defined, making it difficult to understand the specific qualities and skills required of the ideal candidate. But don't despair, and for Pete's sake don't avoid hiring! Instead, learn these crucial yet basic skills to help you identify and hire the best candidates.},

keywords = {employee onboarding, hiring},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2011f,

title = {Hit the Highway: Fully embrace the internet to increase business value},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/34-embrace-the-internet-and-increase-your-business-value},

year  = {2011},

date = {2011-01-01},

journal = {MJSA Journal},

number = {September},

pages = {18--19},

abstract = {It's no longer enough to just have a website. You must have a website that looks and feels current, and offers more than just a few pretty pictures.},

keywords = {business technology, internet},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2011g,

title = {Is Your Inventory Moving Slowly or Taking Off?},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/78-is-your-inventory-moving-slowly-or-taking-off},

year  = {2011},

date = {2011-01-01},

journal = {MJSA Journal},

number = {March},

pages = {24--30},

abstract = {Inventory is among the top three costs for most organizations. This article covers the most important aspects of inventory management you must master to ensure sufficient cash flow and profitability for growth.},

keywords = {cash flow, cash management, inventory, inventory management},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2011h,

title = {Success Strategies: Creating brand value},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/25-brand-value-is-business-value},

year  = {2011},

date = {2011-01-01},

journal = {MJSA Journal},

number = {April},

pages = {18--19},

abstract = {Your brand experience must be an entire eco-system of your business, from the way it looks to the way it sounds to the way people navigate it. Anything less is leaving money on the table.},

keywords = {brand, brand value, business eco-system},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2011i,

title = {Foreign Territory: Mastering the language of technology},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/70-foreign-territory-mastering-the-language-of-technology},

year  = {2011},

date = {2011-01-01},

journal = {MJSA Journal},

number = {July},

pages = {18--19},

abstract = {This article covers some basic business technology concepts that small business owners must understand.},

keywords = {business technology, crm, marketing automation},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010l,

title = {Against the Grain: Investing in Growth is the Key to Surviving the Recession},

author = {Hill, Andrea M.},

year  = {2010},

date = {2010-11-01},

journal = {MJSA Journal},

pages = {26--27},

address = {Attleboro, MA},

abstract = {The key to surviving a recession is to invest in growth.},

keywords = {compensation, marketing, r{&}d, recession},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010h,

title = {Ask Better Questions: Improving sales prospecting},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/22-ask-better-questions-improve-your-sales-prospecting},

year  = {2010},

date = {2010-05-01},

journal = {MJSA Journal},

number = {May},

pages = {21--22},

address = {Attleboro, MA},

abstract = {To find the right customers you need to ask the right questions.},

keywords = {customer acquisition, sales, selling skills},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010,

title = {Selling is a Service: Give customers what they need},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/15-selling-is-a-service-give-customers-what-they-need},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {April},

pages = {20--21},

abstract = {One of the most common sales mistakes is to approach a customer, break open the selling case, and start telling him or her about what you are selling. This particular mistake is also most responsible for the dreaded result of rejection. You could be the best chef in the world, but a person who just ate too much still won't want what you have to offer. This article shares a few pointers on how to improve your sales success rate.},

keywords = {sales, selling skills},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010a,

title = {Planning Ahead: Using a promotional calendar},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/21-planning-ahead-use-a-promotional-calendar-to-meet-sales-goals},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {March},

pages = {21--22},

abstract = {The relationship between sales, marketing, and product development is particularly complex, and many business problems are a direct result of failure to build communication between these areas. This article will show you a few simple steps to improve sales through improved communication and planning.},

keywords = {},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010b,

title = {Recipe for Success: Strategic planning is one part ideas, five parts execution},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/84-recipe-for-success-strategic-planning-is-one-part-ideas,-five-parts-execution},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {October},

pages = {30--34},

abstract = {Your strategy must include what you are selling, to which customers you are selling it, and how you will achieve a price sufficient to produce profits. Anything less — or other — is not a strategy.},

keywords = {business planning, strategic planning, strategy},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010c,

title = {Sales Makeover: Communicating benefits, not features},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/24-sales-makeover-answer-what-s-in-it-for-me-by-selling-benefits},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {September},

pages = {18--20},

abstract = {One of the most common forms of business miscommunication occurs when a salesperson pushes the features and functions of a product or service instead of translating them into customer benefits. In this article you'll learn - quickly - how to use What's In It For Me benefits to improve your sales results.},

keywords = {benefits, communications, features, sales, selling, selling skills},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010d,

title = {Just Ask: Structure can improve sales results},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/books/product/16-just-ask-using-structure-and-intention-to-improve-sales-results},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {August},

pages = {21--22},

abstract = {Selling has a structure, and salespeople who use that structure make more sales. This article will teach you the three questions that every sales person should ask and answer before any sales call or visit.},

keywords = {sales, sales management, selling, selling skills},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010b,

title = {Selling is a Service: Give customers what they need},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/15-selling-is-a-service-give-customers-what-they-need},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {April},

pages = {20--21},

abstract = {One of the most common sales mistakes is to approach a customer, break open the selling case, and start telling him or her about what you are selling. This particular mistake is also most responsible for the dreaded result of rejection. You could be the best chef in the world, but a person who just ate too much still won't want what you have to offer. This article shares a few pointers on how to improve your sales success rate.},

keywords = {sales, selling skills},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010e,

title = {Watch and Learn: Interpreting the customer experience},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/81-watch-and-learn-interpreting-the-customer-experience},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {June},

pages = {21--22},

abstract = {When salespeople take the time to observe and understand their customers, they are better able to meet customer needs.},

keywords = {sales, sales management, selling, selling skills},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010f,

title = {All Dressed Up: Gussy Up Your Sales Strategy},

author = {Hill, Andrea M.},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {February},

pages = {25--26},

publisher = {MJSA Journal},

abstract = {The quality of your sales strategy will determine the volume of sales you make.},

keywords = {investors, sales, sales strategy},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010g,

title = {Art of the Tale: Salespeople as Storytellers},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/19-art-of-the-tale-to-be-a-better-salesperson-become-a-better-storyteller},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {July},

pages = {16--17},

publisher = {MJSA Journal},

abstract = {The best salespeople are audience-aware and tell great stories.},

keywords = {sales, selling, selling skills},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010i,

title = {Blazing New Trails: Getting out of a creativity rut},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/10-conquer-the-creativity-rut},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {November},

pages = {22--23},

abstract = {To remain competitive, a business must remain creative. You must constantly differentiate from competitors, anticipate unmet customer needs, reduce costs without reducing quality, and build your supply chain. Staying creative is the key to staying focused on these objectives.},

keywords = {continuous improvement, creativity, innovation},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010j,

title = {Cash Flow Agents: Jumpstart continuous improvement in sales},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/index.php/articles-whitepapers/product/69-cash-flow-agents-jumpstart-continuous-improvement-in-sales},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {January},

pages = {24--25},

abstract = {When you shift from calling the "sales department" to calling it the "cash flow department," your perception and management of the role are profoundly changed.},

keywords = {cash flow, sales, sales management},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2010k,

title = {Gaining Perspective: Adopting the customer's point of view},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/23-perspective-is-everything-adopt-the-customer-s-point-of-view},

year  = {2010},

date = {2010-01-01},

journal = {MJSA Journal},

number = {October},

pages = {20--21},

abstract = {The importance of viewing and understanding your product offering - and your competitors - from the perspective of your customer.},

keywords = {},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2009,

title = {Supply and Command: Mastering supply chain management for small business owners},

author = {Hill, Andrea M.},

url = {http://mentorwerx.com/articles-whitepapers/product/13-master-the-supply-chain-basic-knowledge-of-scm-for-small-business-owners},

year  = {2009},

date = {2009-01-01},

journal = {MJSA Journal},

number = {June},

pages = {23--25},

abstract = {In these times of intense competition, tight access to capital, and constantly changing consumer requirements, it's more important than ever that business maintain tight control over their supply chains. This article shows how a small business owner can use the Supply Chain Management (SCM) approach to remain competitive and improve cash flow.},

keywords = {scm, supply chain management},

pubstate = {published},

tppubtype = {article}

}

@article{Hill2009a,

title = {Taking Charge: Steering your business through the cash flow and credit crisis},

author = {Hill, Andrea M.},

year  = {2009},

date = {2009-01-01},

urldate = {2009-01-01},

journal = {MJSA Journal},

number = {January},

pages = {26--27},

abstract = {When the markets turned south, small business owners who doubled down on managing business fundamentals fared the best.},

keywords = {cash flow planning},

pubstate = {published},

tppubtype = {article}

}