Examining how the American War of Independence managed to evolve a the very stable, powerful nation--and how this relates to a company. Read Post

The common meaning of business practice is: “A method, procedure, process, or rule employed or followed by a company in the pursuit of its objectives.” It’s a means to an end. And the common denominator of all business strategies is growth. If a business isn’t growing, the end is near. The primary drivers of growth ... Read Post

For 12 years, I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland. A textbook was required in class by the academic-industrial complex, and once in awhile I actually used it–often to highlight the crazy ideas that PhD.s who write textbooks often have about the business world. In one textbook ... Read Post

Would you like to have more customers, web visitors opting in, and more “Buy Now” button clicks? If so, do like Hollywood–use stories to sell products and services. You don’t have to think long about it for it to make sense. You’ve probably sat through more than one meeting featuring a chart-and-graph PowerPoint presentation…during which ... Read Post

“They haven’t called me back.” If you’ve worked around sales much, you know this is probably the most common response to the question “Where are we at with prospect ABC?” This kind of response lands at my feet with a thud, like a bag of rocks, when given to me by a business owner or ... Read Post

What exactly is a sales target? It is an objective set for a particular sales rep or sales department, usually reflecting units sold or revenue over a specific time period. A sales target keeps sales management and the sales team focused on goal achievement. But did you know that there are several different types of ... Read Post

There isn’t a company on the planet that doesn’t want their customers to say yes more often: yes to higher prices, yes to more purchasing, yes to the greatness of your service and yes to the results of those services. This is certainly how you start growing customers. Here’s the reality. You have to earn ... Read Post

Continuing our series on the comparison between the American War of Independence and today’s world of sales and commerce, let’s now take a look at a very unfortunate side of it all, using as an example the most famous traitor in American history. For over 200 years in the US, the name Benedict Arnold has ... Read Post