Business Articles

July 14, 2010

For maximum benefit, take the 9-Box Tool to the next level

Last month, I introduced the 9-Box Tool and discussed how you could begin to leverage its use. Today, I follow that up with an example of how you can better coach your management team to higher levels of performance. (see page 11 at the following …
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July 14, 2010

Human Resources: Hail the introvert

Do you know someone who needs down time every day? Someone who connects well one-on-one but occasionally stumbles when communicating at a team meeting? Who can deliver a persuasive presentation to a large audience but experiences brain-freeze when …
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July 14, 2010

Mining the best way to new sales: client referrals

Asking for referrals is often easier and friendlier than cold calling to get sales leads. Yet, it is vastly underutilized. About 20 percent of your customers will offer a referral, another 20 percent never will and the remaining 60 percent need a …
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July 14, 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 …
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July 09, 2010

Sales: No change, no progress

My company is in the business of making sales organizations better at selling. As such, executives and business owners approach me to explore the possibility of us doing just that for their companies.Let me take you through the initial conversation …
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July 09, 2010

Smart phones and other gadgets boost (hinder) productivity

Ever heard the expression The more things change, the more they stay the same? Not so in the world of technology. In fact, things change so fast its hard to keep up. Just when you buy the latest and greatest gadget, something else comes along that …
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July 09, 2010

Why CEOs Need to Harness People Power

Do you have an idea to improve the way things are done in your company? Well, guess whatyou're not alone. Ask your co-workers if they, too, have ideas. You will quickly discover that even in the best-run companies there are thousands of ideas that …
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July 06, 2010

Getting back into marketing

Many small businesses felt the need to pull back on their marketing budgets during the recent recession.But at the same time, the economic downturn provided a golden opportunity for small businesses to examine the ways and means that they market …
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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 …
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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. …
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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 …
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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 …
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