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Even with the increase in digital activity, great salespeople still fulfill important functions in lead generation and in having ‘conversions.’

People don’t buy the same way anymore. We’ve had enough of unsolicited and unwanted phone calls, both at home and at work. Likewise, we hate having to comb through hundreds of unsolicited emails. We’re fed up with intrusive social media messages. We’re sick of companies providing poor service, that refuse to treat us with respect, ...

It’s after Thanksgiving and now we’re focused on year end and the holiday season. However, continuing to spread gratitude at work after Thanksgiving can really make a difference. Here’s why. You’ve probably noticed that the small things at work can make or break your day? A kind word or comment of appreciation from a client ...

“Thanks so much for screwing me around. I enjoyed the customer experience and will support you forever”. Ever had a customer say this after they have been royally abused by your organization and are screaming in your face? You missed the promised delivery time. The product you sold them doesn’t work the way it should. ...

Published by McGraw Hill, this is a must read for any salesperson, sales leader, president or any manager. Author Tim Hurson does a masterful job in leading the reader through the entire mental process of challenging the reader to think better. The sub-title uses the word “Guide” and indeed it is. I folded over 23 ...

These days, many people love to shop online; it’s simple, fast and convenient. Anyone who’s ever purchased a product online knows that one of the best things about it is the fact that you can find reviews of the product you want, which will help you make an educated decision. No business can be successful ...

I never really went in for poetry at school, but one poem, The Convergence of the Twain by Thomas Hardy, has stuck with me for over 40 years. Here are its opening lines: In a solitude of the sea Deep from human vanity, And the Pride of Life that planned her, stilly couches she. Hardy ...

Before their year end reviews, executive decision makers still have time to make things happen. They not only need to complete unfinished initiatives from their lists in order to get their bonuses and obtain great scores, but may also be seeking promotions and therefore showcasing themselves to management. Many decision makers must also use up ...