I like to keep on top of what is current, what is emerging, and what is still an idea. This is why I make time each week to do research…
Steven Levitt, the co-author of Freakonomics, SuperFreakonomics, Think like a Freak and When to Rob a Bank, defines thinking like a freak as: “…putting away your moral compass and not…
How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is…
Investing quality time with prospects delivers better margins and displaces your competitors. One of the time-tested methods for surviving a tough or slow economy is to home in on prospects…
You might be taken aback by the sexist nature of the title of this article ‘How to manage and help salesmen’. However, if you take into account that this title…
Of course every business wants their sales people to prospect more, close more sales, produce more consistent sales results, achieve their sales targets/budgets, have happy, loyal clients, and so on….
We’ve all been there How many times do we want to tell our clients what to do? After only a few sentences uttered by them we, of course, know immediately…
Have you noticed that nearly everyone you meet from CEOs and leaders to professionals services firms, not-for-profits and universities, to the people in the street want to do anything but…
How to shift the conversation from Price to Value In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount…
Most new salespeople are thrown in the deep end when it comes to sales induction. “Here go out with Josephine, our best sales person and be like her.” Most salespeople,…
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