Does the CEO Make an Ad More Credible?
Good news, relatively speaking, for CEOs who'd like to get their faces on TV: In polling conducted among LinkedIn members for AdweekMedia, relatively few...
Engaging Prospects, Growing Clients: Turning Contacts into Champions
Previously, we detailed how to create urgency in complacent prospects. The next challenge we face as sales professionals is turning contacts into champions. ...
Engaging Prospects, Growing Clients: Get the Express Pass to Strategic Initiatives
Immediately after meeting a prospect (please refer to the previous two installments of this column), we get down to business. But why do we...
Social Network Analysis
Unless your company's workforce management motto is "We're behind the times," you've probably looked into using social networking as a development tool. But far...
Stymied by Diversity Hiring
Most managers seem to recognize, or at least say they recognize, the value of hiring people different from themselves, but nearly 30 percent do...
Engaging Prospects, Growing Clients: A Time for Real Strategy
"Nothing new, thank you," your customer says. "Like most, we're cutting costs." But cutting a cost is something new. What is your client's...
Guest Column: Profit Sharing: The Greatest Incentive of All
Years ago, I read a short article in an in-flight magazine. It ignited my career and changed my life. The small publishing...
TGR Exclusive: Why Customer Complaints are a “Good Problem”
One of our favorite sayings here at Zingerman's is, "Success means getting better problems." You see, we don't believe in a world with no...
Actions Speak Louder Than Words in B2B Sales
I've written of the inconsistency of how business-to-business salespeople focus their energy on selling versus what buying decision-makers actually are looking for from a...
How to Become a Winning Sales ACE
If you want to test the true character of a person, see how they respond to adversity. Watch how they handle the pressure of...
