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Millennials are a hot topic right now. They’re a complex generation that has been shaped by the rise of the internet and an increasingly globalized world.

There’s nothing like sitting down and having a sip of your favorite beer. With the popularity and a huge number of IPA’s out there now, it’s harder and harder to order the specific beer you might prefer. That could be good for some, but I’ll show you how dangerous following a marketing model like that ...

We are now going through the biggest communications revolution in human history. Nearly every single person on the planet has a smartphone in their pocket and your potential customers are instantly engaged 24/7 to the companies they want to do business with. The problem is that sales VPs and sales managers typically learned how to ...

In this series on building sales character, we have been following a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become your character. Watch your character, for ...

The sales function is ubiquitous in organizations today; every business has one and most not-for-profits do as well (although it may have a different name, such as “donor development” for example). Sales is supposed to sell stuff with the assumption that if they perform this task effectively and consistently, revenue and economic health for the ...

If I had a dime for every business leader who says, “When we are in front of the right prospects we close sales most the time, we just need to get in front of more prospects!” I would be a VERY wealthy woman. Why hold off making changes or trying something new that will set ...

In this series on building sales character, we have been following a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, because they become words. Watch your words, because they become actions. Watch your actions, because they become habits. Watch your habits, because they become your character. Watch your character, because ...

The comparison of clientele and a beautiful garden came to mind as I was in conversation with a friend. Jane asked the question, “How do you handle difficult prospective and current clients?” She admitted it is difficult to be in the presence of some. My response was, Remove the weeds to make room for the ...