Updated June 27 at 11:27am
Advice
151 results total, viewing 131 - 140
I can't help it. I read some bad sales advice today and I gotta say something. I'll try to keep it positive, but my tongue is already bleeding from biting it. The title read: When sales calls stall. Every salesperson has … more
Since a 2006 law allowed the creation of Roth 401(k)s, more and more companies have added a Roth 401(k) option in their retirement plans. However, a recent nationwide study shows that only 14 percent of employees are using this option. The problem: … more
How do you make a sales presentation? No I don't mean warm up, probe, present, overcome objections, close. I mean what's the big picture of your sales presentation? What's the content of your sales presentation? And most important, how are … more
First lady Michelle Obama has had the pleasure of attending many spectacular events, but I would venture to guess that opening the 14th Special Olympics World Games at the end of July had to rank with the most inspirational. It wasn't … more
Got a company mission statement? "Yes, Jeffrey. We do." Really? Can you recite two words of it? "Uh, no." How come? It's your MISSION. It's what is supposed to drive you into the sale – and create an atmosphere of success. It's … more
Beginning a relationship is easy. Exploration is predominantly on the surface. Nothing too deep. Nothing too wide. Nothing too revealing. In the beginning, all is well. Friendships blossom. Feelings emerge. And life is good. It's like fast … more
All it takes is one bad slogan to bring hundreds of aspiring marketing gurus out of their shells. Yes, I'm referring to the perplexing "cooler & warmer" campaign for Rhode Island tourism. This episode would be humorous if it were not for … more
I am convinced that "trust" is the most important five-letter word in business – not "sales" or "money." Trust can be fragile, especially in the workplace. Once it's broken, few companies, managers or employees ever win it back. At every … more
My friend Pat Williams, senior executive vice president of the NBA's Orlando Magic and author of several books, including "Go for the Magic," has a great analogy when it comes to attitude. He uses this comparison: On the instrument panel of … more
The late Nora Ephron was a famous writer of essays and screenplays. Working on a movie, Ephron said, is a collaborative effort. "When you deliver a script, it's like delivering a great, big, beautiful, plain pizza, the one with only cheese … more
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