Articles

Solid Old School Tactics in a Technological World

Solid Old School Tactics in a Technological World

It’s extremely difficult to keep up with the latest technological innovations. In fact, it’s impossible. Things change too quickly. As ...
Summer’s Here Heat Up Your Prospecting Pipeline

Summer’s Here Heat Up Your Prospecting Pipeline

Summertime. Is there anything better? While we would love to spend these days vacationing — or golfing if you have that bug — there is ...
2016, It’s almost a wrap!

2016, It’s almost a wrap!

The holidays are upon us. There is still so much to do in these last days. In spite things being hectic, some say it’s the most wonderful time ...
Is Your Pipeline Worth a Gold Medal?

Is Your Pipeline Worth a Gold Medal?

It was an exciting two weeks with the Olympic games in full swing…the pure drama of watching exceptional athletes put all their effort into ...
Debating and Selling – It’s All in the Preparation!

Debating and Selling – It’s All in the Preparation!

As nerve-racking and crazy as the recent political debates have been, what I enjoy the most about them is the thought that goes into every question ...
Let’s Not Hibernate. Let’s Accelerate!!!

Let’s Not Hibernate. Let’s Accelerate!!!

This is the time of year when most salespeople start to wind down in anticipation of the holidays. It is almost like we go into hibernation mode ...
Time to Negotiate!

Time to Negotiate!

Negotiations – they’re a part of life. As salespeople, we need to be great negotiators to be successful. So how do we approach the ...
Etiquette Corner: It’s time to hit the links!

Etiquette Corner: It’s time to hit the links!

Well, it’s that time of year when the sun is shining and the golf clubs are swinging. If you get the opportunity to play in a company outing or ...
Etiquette Corner: Name Tag Etiquette

Etiquette Corner: Name Tag Etiquette

If you’re at a work event or tradeshow and find yourself pinning on, sticking on, or hanging a name tag over your head, here’s how to do ...
Time for a Check Up

Time for a Check Up

How often do you truly examine your own sales abilities? Maybe not often enough. So, take out your pens…it’s time for a simple quiz: No ...
Etiquette Corner: The Art of the Thank You Note

Etiquette Corner: The Art of the Thank You Note

After each first appointment with someone do you write a thank you note? Not an email — but a handwritten note — thanking them for the ...
Seven Tools to Keep Sharp in Your Toolbox

Seven Tools to Keep Sharp in Your Toolbox

So when was the last time you really looked at the tools you use to gain the edge against your competition? These are things that really tell people ...
Etiquette Corner: Phone Faux Pas – Forget about it!

Etiquette Corner: Phone Faux Pas – Forget about it!

Tell the truth. Have you ever inadvertently been rude on the phone? Even business people with the best manners have made mistakes here and there. ...
Your Phone…a small but Mighty Tool

Your Phone…a small but Mighty Tool

In today’s ever-changing business world, more is expected of us in less time, and the same is true of the people we sell to. Whether your role ...