Business Articles

July 02, 2010

Generating, nurturing sales leads make biggest difference in growth

When it comes to leads, everyone wants qualified ones. But what qualified means from one person to the next often is different.A common acronym used to describe a qualified lead is BANT: Budget, Authority, Need and Timeframe. Lets look at these one …
Read More

July 02, 2010

Salespeople can double commissions by making right choices

One of the questions I hear most frequently is: How do I earn more commissions? The answer is simple. You just have to do one of three things:1. Increase the number of prospects in your sales funnel.2. Increase your average commission per sale.3. …
Read More

July 01, 2010

How to Conduct an Interview for an Internal Candidate

Organizations spend the majority of their hiring resources on finding and screening external candidates. But when you need to fill a position, the most cost-effective and practical thing you can do is hire someone from within. In fact, most hiring …
Read More

June 29, 2010

Sincere, Positive Recognition - Pass it On!

"You better appreciate the people that are important to you before someone else does." Lou HoltzIn conversations with business owners, CEOs and managers in organizations both large and small, one of their top five "common headaches" usually relates …
Read More

June 25, 2010

Executive Coaching: Soundboard

Being an entrepreneur and business owner can be challenging, satisfying and sometimes scary. You are chief cook and bottle washer and the buck stops with you. You are faced with decisions on who to hire, when to hire and what they should be paid. …
Read More

June 25, 2010

Human Resources: Systems thinking

Question:As the HR director at my company, Im spending more time mediating conflicts between work areas. No one seems to see the big picture: that we are here to help one another so the company can meet the customers needs. Theres a lot of …
Read More

June 25, 2010

Leadership: Have the courage to invite feedback

When was the last time that someone in your organization told you the truth about your leadership? How often do you invite feedback? How safe do others feel about telling you the truth? What do you think you might learn by asking the question? As …
Read More

June 25, 2010

Look beyond prices to create value for customers

There is a value perception that goes with price cutting. People often think that something has a greater value when it is priced higher.I recommend that business owners need to focus on offering more value to the client that does not relate to …
Read More

June 25, 2010

Well-crafted questionnaire can be salesperson’s best power tool

Maybe youre feeling a bit ambitious this summer, building a terraced deck or getting the hands dirty with some designed landscaping, each adding texture and color to your home.To create that neighborhood magnum opus, youll need the appropriate tools …
Read More

June 22, 2010

Competitive Theory and Business Legitimacy

The Economist once called Michael Porter the "doyen of living management gurus." Porter is the guru of competitive strategy, the one who told companies that their route to success lay in competing not just against their direct competitors, but …
Read More

June 21, 2010

Think and Act Like Your Customers

My colleague Alex Slawsby made an observation while we sat in the office of one of our clients the other day. "Look around," he said. "The room is full of products made by the company." Doesn't seem so fascinating, does it? After all, any member of …
Read More

June 20, 2010

Understand Basics before Tapping Temporary Staffing

Those not familiar with staffing frequently ask the following questions: How do we work with a staffing firm? What are my obligations? What are the benefits versus us conducting our own search?Once they learn the basics of staffing, they realize it …
Read More


« First«15161718192021222324»