Can Millennials Sell?
Stereotypes about generations of people are nothing new, necessarily. The Silent Generation thought of young Baby Boomers in a certain way, and now Generations...
Social Stalking Is Not a Sales Strategy
It happened again. I accepted a LinkedIn invitation from someone I didn’t know, sent a personal response to greet my new connection, and immediately...
6 Lessons on Partner Management from ‘The Martian’
In the movie “The Martian,” Matt Damon’s character, Mark Watney, is teetering on the razor’s edge. He has extremely limited resources and one slip...
Persistence Breaks Through Resistance
True story: I called one of my dream clients weekly for 75 weeks and left 75 voice mail messages before he finally picked up his...
Known Knowns and Other Unknowns
Several years ago, Donald Rumsfeld, then Secretary of Defense, spoke about “known knowns, known unknowns’’ and the dreaded “unknown unknowns.’’ Rumsfeld omitted one category,...
4 Client Behaviors That Mean Your Proposal Needs Work
You’re at the proposal stage and, so far, everything appears to be on track to make the sale. That’s why it can come as...
Top Performers – September-October 2016
“The difference between success and failure is a great team,” says Dave Kerpen, founder and CEO of Likeable Local, developers of social media marketing...
Does your teambuilding have takeaways?
“All event organizers are collaboration artists,” says David Adler, founder and CEO of BizBash, a Web-based source of information, innovation and insights for meeting...
Trivia that’s not trivial
The concept: David Jacobson was hosting trivia competitions in New York area bars as a side project in 2008 when the economy caved in and...
Sometimes the gang isn’t all here
Annual group incentive travel programs for top sales performers have been a staple for driving performance for decades. They are not going away, as...
