Ask the Experts

Whether you are new in your role as a director of sales, or sales manager, or fancy yourself as an “old hand,” at my company, we believe there are five

People can be difficult. Situations can be difficult. Relationships can be difficult. You can be difficult. While “difficult” is not typically on anyone’s to-do list for any given day, difficult

If you’ve been keeping up with this column, you may have noticed a theme: the fact that it’s never a bad idea to “get back to the basics” and constantly

To fully address mental illness today you must talk about the stigma associated with it. Stigma has a profound impact on the lives of so many and their decisions about

It’s true—tone and body language affect our interpretation of what is being said or shared. So, the words are skewed by the mood, as I like to say. Not ever,

It’s the time of year when hope springs eternal, all 30 teams are undefeated, the weather is perpetually glorious and families are already thinking about summer vacation plans. It is

If you’re a sports fan, you already know that “March Madness” refers to the annual NCAA single-elimination college basketball tournament. The month of March also signifies the arrival of a

In my last column, I covered the importance of knowing your numbers as a way to grow your business and make it more profitable. We explored the closing ratio. This

You get them—business emails, some you want, some you don’t, some you subscribe to and some that are spamming you. And you write them—business emails, some that people want and

As Marcus Lemonis, the businessman and star of The Profit says, “If you don’t know your numbers, you don’t know your business.” Today, you will begin to know your business

While habits are not glamorous and are rarely highlighted, let alone celebrated, we are, at our core, a series of habits. We may think of habits as our personalities or

Sales has traditionally been an intuition-driven profession: “What’s in your pipeline?  What do you think is going to close?” But these days, that approach puts companies and organizations at a