Recent Articles

Top 10 Business Trends That Will Drive Success In 2015

Top 10 Business Trends That Will Drive Success In 2015

| December 10, 2014 | 0 Comments

In 2015, you have an opportunity to take some risks, change how you market and sell, as well as define your niche in your market. Here are my predictions for ideas and trends that will shape sales and business

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How Much Does Sales Training Cost?

How Much Does Sales Training Cost?

| December 3, 2014 | 1 Comment

Though many know me through keynote addresses I deliver at events, I also conduct many workshops that my clients call “Sales Training.” I’ve been asked “How much does sales training cost?” more times…

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Is Your Business Gift Idea Destined For Greatness or Disaster?

Is Your Business Gift Idea Destined For Greatness or Disaster?

| November 26, 2014 | 2 Comments

You have wonderful business associates and clients, you want them to know you appreciate their business. Here are tips from experts to help you make the most of your acts of appreciation.

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Why Budget Doesn’t Matter in B2B Selling

Why Budget Doesn’t Matter in B2B Selling

| November 19, 2014 | 2 Comments

The budget trap is one of the most common mistakes in B2B Selling. Keep out of the budget trap by asking your client these four questions.

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Three Things That Will Accelerate Growth For Your Business

Three Things That Will Accelerate Growth For Your Business

| November 11, 2014 | 0 Comments

Do you have a great company, but just can’t seem to grow at the rate you want to? Here are 3 proven ways to accelerate growth for your business.

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Why Competitive Trash Talk Works In Politics But Not In Business

Why Competitive Trash Talk Works In Politics But Not In Business

| November 5, 2014 | 0 Comments

Speaking negatively about the competition is a bad for business. Discover how to provide great clarity about the competition, while helping you to stand out as a trusted advisor.

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The Best Way to Win Business on Value Not Price

The Best Way to Win Business on Value Not Price

| October 28, 2014 | 7 Comments

As Published on Forbes.com Chris was working on a new piece of business for her company. After months of pursuing the opportunity with her potential client, Chris had nailed down all of the most important elements:  She had been in regular contact with the decision maker, had a good sense of the underlying challenge the […]

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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 | 4 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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