Influencing the Decision to Win the Sale (Part I)

How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s needs, and strong buying signals right up to the last. Then came the dreaded call: “Thank you for the proposal, but we’ve decided to go with someone else.”

So, what happened? Could this loss have been prevented?

Getting Sales and Marketing to Work Together

Money Talks -- Part II

This is Part II of a two-part article. If you haven’t read Part I, you can find it here.

Money Talks!

The Leadership/Employee RESPECT Disconnect

Leaders like to talk about radical changes and employee-centric practices, but the reality is there is a strong disconnect between how leaders perceive their organization’s RESPECT levels and how their employees view them, authors Jack Wiley and Brenda Kowske say.

Milestones mark a leadership path

In business, we set milestones for projects to give us signposts of progress and a path to follow. Yet on some journeys we embark on, we don’t have any (or enough) milestones or landmarks on our path, says Kevin Eikenberry, founder of The Kevin Eikenberry Group (kevineikenberry.com), a team of business consultants and trainers.

Read this before your next meeting

The state of sales training

“Only 69 percent of ASTD survey respondents believe that the formal sales training they receive is in any way effective. That’s at least a 30 percent failure rate...”

Restaurant Pricing - Some Food for Thought

My wife and I recently visited one of our favorite local restaurants (a "bar & grill" as it's called). We've been loyal customers for several years. It's a nice place, always busy with good food, service, atmosphere and reasonable prices. The place is located in the suburbs and attracts a mixed customer base of blue- and white-collar patrons.

A Timeless Gesture

I’ve got books of letters written by Georgia O’Keefe, Jack Kerouac, Richard Nixon and a book of letters exchanged between Jean Paul Sartre and his companion Simone de Beauvoir. Many of Hunter S. Thompson’s most entertaining rants came in his letters.

In today’s workplace R-E-S-P-E-C-T spells long-term success

Do organizations that do a better job of providing what employees want also create more satisfied customers?

Creating better managers through coaching

There’s a 90 percent chance you’re ineffective

There’s been a lot of talk about “1 Percenters” in political circles.

In business, the focus is on the “10 Percenters” after a study by European academics Heike Bruch and Sumantra Ghoshal revealed that only about 10 percent of managers take “decisive purposeful action” when necessary.

Telling Isn't Selling

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