Monday, 21 May 2012

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Why Don't Your Prospects Want to Talk to You?
Why Don't Your Prospects Want to Talk to You?

We spend a significant amount of our sales and marketing effort on filling the pipeline with prospects and following up with them. With a full pipeline and consistent follow-up, you are bound to make plenty of sales, right? Well, much of the time that's true. Finding the right people to contact, and actually making those contacts, will in many cases produce results. But sometimes, it's not enough.

To close a sale, you need to get your prospective clients to agree to some sort of presentation. It may happen in person or over the phone, take five minutes...
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C. J. Hayden,

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C.J. Hayden, MCC, is a business coach who teaches people to make a better living doing what they love. Her company, Wings Business Coaching, specializes in working with business owners, self-employed professionals, and people in marketing and sales. C.J. is a former corporate productivity consultant with over 25 years experience in business management. She has been a professional trainer since 1978, and a coach since 1992. C.J. is the author of Get Clients Now! (AMACOM, 2006), Get Hired Now! (Bay Tree, 2005) and The One-Person Marketing Plan Workbook. She has taught Marketing for John F. Kennedy University, Mills College, Lifeprint, SCORE, and the U.S. Small Business Administration.

As one of the leaders in the emerging profession of coaching, C.J. was a founding director of the worldwide Professional & Personal Coaches Association (now part of the International Coach Federation). She also founded and served as editor of Being in Action: The Journal of Professional & Personal Coaching, and currently serves on the boards of Choice: The Magazine of Professional Coaching and Global Initiative to Advance Entrepreneurship. C.J. is a Master Certified Coach and has taught coaching skills for The Coaches Training Institute, Marriott International, Wells Fargo Bank, and BP Amoco.

A popular speaker and seminar leader, C.J. has presented hundreds of programs on relationship marketing, fearless self-promotion, and entrepreneurial success to corporate clients, professional associations, and small businesses. Her articles have been published internationally in Home Business, Selling Power, and SalesDoctorsCalifornia Job Journal and Bay Area BusinessWoman. She contributes regularly to dozens of web sites, including Eyes on Sales, Business KnowHow, and Sharper Training. magazines, and in numerous regional publications, including

C.J. has been featured in Working Woman, Home Office Computing, and Costco Connection, and in numerous books, including Get Slightly Famous, How to Position Yourself as the Obvious Expert, and The Business and Practice of Coaching. She has been profiled internationally by newspapers, magazines, and television. C.J. regularly appears on syndicated radio programs such as "In Pursuit of Success" and "Small Business Focus."



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