Recent Articles

6 Essential Qualities To Lead Top Sales Professionals

6 Essential Qualities To Lead Top Sales Professionals

| October 22, 2014 | 4 Comments

As published on Forbes.com I have the good fortune to work with many sales managers and their teams. Depending on the industry, each successful rep might have a different personality. They might be extroverts or introverts. They might speak slowly or fast. But, there are several essential qualities that I see consistently with top performing salespeople. […]

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The Right and Wrong Way To Price Your Services for Growth

The Right and Wrong Way To Price Your Services for Growth

| October 15, 2014 | 0 Comments

Article as seen on Forbes.com I’m often asked by live audiences and via email about how to price services. I hear questions like “Should we start with a high price and offer a discount?”  “Should we work on an hourly or project basis?” “Should we be the low-bidder and then use change orders to recapture […]

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When You Ask For Advice, Are You Seeking Validation Or Real Input?

When You Ask For Advice, Are You Seeking Validation Or Real Input?

| October 8, 2014 | 0 Comments

Getting validation might make you feel better in the short run, but critical advice is incredibly valuable and hard to find. Here are 3 ways you can get good advice.

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If You Want Today’s Customers, Change Your Old Sales Process

If You Want Today’s Customers, Change Your Old Sales Process

| October 1, 2014 | 0 Comments

The way customers research and buy today demands changes in how you sell. No longer can you focus on just your actions. Discover these New and Improved Selling Stages.

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Should You Hire a Magician, Juggler, or Speaker for Your Next Event?

Should You Hire a Magician, Juggler, or Speaker for Your Next Event?

| September 24, 2014 | 0 Comments

Here are 6 tips to ensure that your investment in a speaker for your next event produces results instead of feeling like a waste of money.

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How To Solve The Disconnect Between Sales and Marketing

How To Solve The Disconnect Between Sales and Marketing

| September 17, 2014 | 3 Comments

Here’s how companies that truly commit to solving the disconnect between sales and marketing will stand out from the competition, meet customer needs, and significantly grow their business.

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Four Valuable Business Lessons To Learn From Football

Four Valuable Business Lessons To Learn From Football

| September 10, 2014 | 0 Comments

You probably were content just watching your favorite team play football. But, don’t overlook these valuable business lessons buried in the sport.

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Why Your Business Will Fail If You Are Not Industry or Category Focused

Why Your Business Will Fail If You Are Not Industry or Category Focused

| September 3, 2014 | 6 Comments

Discover why you are at risk unless you focus your business vertically on an industry or category.

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Why A Personal Connection Is Important: Lessons from the ALS Ice Bucket Challenge

Why A Personal Connection Is Important: Lessons from the ALS Ice Bucket Challenge

| August 26, 2014 | 1 Comment

Creating a personal connection is essential when you engage with potential customers. You might not convince someone to dump a bucket of ice on their head, but that personal connection could link you to a client where you can really help.

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The Secret to Choosing the Best CRM for Your Sales Organization

The Secret to Choosing the Best CRM for Your Sales Organization

| August 19, 2014 | 1 Comment

Here’s everything you need to know to pick the best CRM for your organization. As well as, how to achieve success with a CRM.

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