Hot Lessons from Hotel Lobbies
Have you ever spent time browsing the racks of promotional pamphlets that litter the lobbies of lower-priced hotels? Every possible option is arrayed before...
Strategy vs. Sales Skill – A Las Vegas Showdown
As veteran consultants, we have worked with practically every type of sales force, so we are rarely surprised by the clients we encounter. However,...
Six Ways to Handle Rejection
In the 2008 Olympics, Michael Phelps won the gold medal in the men’s 100M butterfly beating out Milorad Cavic by a mere .01 second. Literally,...
Discover Yourself
There are eight steps in the process for you to discover yourself. Some of you can get through them in a few days, and...
The Three New Rules of Sales Enablement: Just in Time, Situational, and Personalized
It’s a classic enterprise sales rep scenario. In a day packed with in-person meetings and phone calls to chase down deals, your field sales...
Avoiding the ‘Just Another Vendor’ Trap
We live in the era of the vendor. Any given company is probably working with a number of vendors, from outsourced tech support to...
Top Performers – May-June 2016
What’s has more emotional value to you, your stuff or your cash? If you answer the question truthfully, you realize why non-cash incentives are...
Why do you do business with our competitors?
“I don’t know any business or organization that doesn’t need to know more about their competition,” says author Chris Clarke-Epstein. That question, he suggests,...
Am I good at asking questions?
“From my experience, most managers don’t think about this issue,” says Ron Ashkenas in a blog post for Forbes. Ashkenas, a management consultant, says...
What gets in the way of you doing your job?
Quality control guru W. Edwards Deming believed that 85 percent of quality problems in the workplace are caused by systems, not by an individual’s...
