For many years, I’ve been using a very simple technique to train new sales personnel about the necessity of perseverance and positivity in the sales process. I’ve been told that ...

After working in the staffing industry for more than 15 years, one of the questions I most often hear is, “How do we make our recruiting/sales teams work more effectively together?” It’s ...

Recently, we received an invoice for $76,000 for a volume discount rebate from a large client organization. Obviously, this was a surprise. Because my former business partner signed ...

An oft-used word, strategy seems as ubiquitous as an iPhone. But what does it mean relative to selling? Whatever you are selling, a product, a service, real estate, banking or soon ...

Why does a company retain one staffing firm over another?  According to CareerBuilder’s and Inavero’s 2012 Opportunities in Hiring research, the number one reason is past experience ...

A successful business continually reviews their practices, financial outlook and goals in order to plan, adapt and improve both performance and profitability. How do senior level executives ...

Coaching is a critical role for sales managers. But consider your own organization: how many managers spend time each week coaching and developing their teams? If you’re thinking, ...

From websites to collateral material to social media, there are many opinions as to which one is the best marketing approach. It’s much, much simpler than that — just do great ...

Ladies: Put on your best outfit and apply your makeup perfectly. How do you feel? Lovely? Now, men: Don that crisp white pima cotton shirt, slip on that finely tailored navy suit. How ...

The idea of building a successful business is appealing to almost everyone who has ever knotted up a tie to their starched dress shirt.  Any seasoned entrepreneur, however, will tell ...