Updated January 24 at 1:33pm
Advice
155 results total, viewing 121 - 130
Ah, the joys of spring: longer daylight, budding flowers, farm babies and, of course, opening day of our national pastime, baseball. What a thrill to go to the game and "root, root, root for the home team." I've found that a day at the … more
The price of whatever you sell carries with it a discomfort for most salespeople. They're hesitant to bring up the price because it's the final element in completing any transaction – or so they think. Actually, price or fee or rate is a … more
In "Regional Advantage," her classic 1994 explanation of why Silicon Valley became the center of the tech universe and Route 128 outside Boston did not, AnnaLee Saxenian of the University of California at Berkeley argued that a key difference was … more
There is an Apache legend that the creator gave human beings the ability to talk, to run and to look at things. But in addition, the legend says he was not satisfied until he also gave them the ability to laugh. After giving humans this ability, the … more
If you want your associates to roll their eyes, look at you as if you've lost your marbles or walk away shaking their heads, tell them that thinking is the best business tool ever made. Like oil and water, Brady and Goodell, and culture and … more
Hate your job? Things at work not going your way? Productivity down? Not earning enough? Thinking of leaving? Here are some job realities you may want to consider. First figure out the whole why. You need to take a deep look into the … more
Departing Denver Broncos quarterback Peyton Manning's determination to win Super Bowl 50 against the favored Carolina Panthers was riveting. It reminded me of a quote he gave earlier in his career: "Being there every week for my teammates is really … more
Over my decades in business, I've noticed a baffling trend: "Sales" has become a dirty word. I'm on a lifelong campaign to change that. In fact, many companies no longer use the term "salespeople." They have account executives or account … more
Why do salespeople quit their job? More money? Better job opportunity? Don't like what they are doing? Don't like their boss? Don't like their corporate politics? Don't like how you're being treated as a person? Don't feel the company is … more
Any business owner or executive will tell you that marketing is important, but many overlook the power of a strong brand. Because it is difficult to quantify and place an ROI on branding efforts, executives often focus solely on marketing … more
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