Too often we see negotiations as adversarial or even a battle of wills. This perspective is misguided. Consider research from Harvard that concluded, “The myth of the effective hard bargainer should be destroyed.” The researchers learned that negotiators who took on the role of a problem solver were among the most effective. Developing these problem-solving ... Read Post

It’s the end of the year. The holidays loom, the weather cools and we’re inundated with articles about how to close the year strong. The five, ten or twenty best strategies are outlined in checklists to ensure end-of-year success. Contact every client is an action often suggested as is going back to prospects who had ... Read Post

When you first start a business, it is only natural that you want it to grow and flourish as soon as possible. However, it takes time and effort to make your business grow and turn it into a success. Part of the process is ensuring you use effective marketing methods. As a small business, you ... Read Post

More customers are taking the buying process into their own hands. With access to limitless data and inexpensive options, customers can quickly act without help from a sales professional. This reality has intensified the challenge of selling. Without the ability to interact with customers, sales professionals lack the information and insight needed to position a ... Read Post

The Importance of CRM Usability Usability is crucially important when selecting a CRM application, which is all about the user (hence the name). How complex is the CRM application, or how easy is it to learn and use? Simplicity One method of judging a product is by the number of support tickets it has. If ... Read Post

First of all, it’s not about sales at all. It’s not about selling, it’s about buying. A high-performance sales culture is extremely adept and successful at convincing people to buy Read Post

The first few months of a startup business is typically spent in building the product and validating the business model. But once this is established, investors seek rapid growth and this is often accompanied by rapid increases in the marketing budget. This part of the customer acquisition process is highly scalable since a lot of ... Read Post

Taking the leap and starting a business can be a very intimidating and scary process. As a business starts to grow, a business owner will need to put the right team members in place to stay on an upward trajectory. Eventually, a small business will need to put a human resources department in place to ... Read Post