Five Tips to Finish the Year Strong

As we enter the final month of the year, you may find yourself assessing what went well (or perhaps not so well) in your business over the past eleven months.

Ask the Experts: Unlocking Innovation

“Innovate or Die.” This challenge keeps many business leaders up at night. The reality of bringing big ideas to life is often more challenging than anticipated. Despite the best of

Thank you, Mr./Ms. Prospect

It’s no secret that the dynamics of professional selling are changing, and ever-evolving, particularly with the proliferation of virtual selling, LinkedIn, social media, etc. What remains, however, is that selling

The etiquette of being a (welcomed back) houseguest

Having houseguests can be flattering since they want to stay at your home and enjoy your space and company. But having houseguests can be relationship-strainers since some people want to

Fourth and Goal: How are you on your sales numbers?

If you’re a football fan, we sincerely hope that your favorite team – National Football League, college, high school, etc. – is off to a good start to the season.

Back to School: Reviewing your sales team’s skill set

By now, I’m guessing that your kids are in their classrooms (“Yay!”), the older ones have returned to campus and the digits on your credit cards are ground down to the

The Business Case for DEI

Diversity, equity and inclusion, or DEI, is not only a good thing to do, but also a highly valuable business strategy. While the subject can be sensitive, we should understand

The Etiquette of Trust, or the ‘ABCs’ 

Trust is much desired and, perhaps, missed, the safety and desire to work somewhere in a trusting environment ranks high on most people’s lists when it comes personal, and professional,

Great questions … (and when to ask them)

In working with thousands of sales professionals in hundreds of organizations through the years, our message to each of them has been simple, “You’re a consultant, so behave like one.”

Is a DBA the new MBA? 

In the early 1900s, businesses were growing larger, and more complex, with more employees working in more varied divisions across more geographical boundaries. From this growth, demand for people who

Where did the time go?

New Year’s Day … Martin Luther King Jr. Day … Valentine’s Day … Super Bowl … President’s Day … St. Patrick’s Day … Passover … Easter … Kentucky Derby …

What Twitter 2.0’s algorithm release means for your visibility

On March 31, Twitter open-sourced its algorithm. Elon Musk, chief executive officer of Twitter, delivered on his promise of transparency by being the first major social media platform to publish