There is no question that economic times are tough. But for owners of growing businesses who aren’t ready to throw in the towel, it’s not too late to make necessary changes that will carry you [Read More]

Closing a sale is not an event; it’s a series of meetings and little victories that begin with a phone call to a potential customer. Rick Davis, president of Building Leaders, Inc. and author of [Read More]

It has long been suggested that to become a more dynamic presenter, one should picture the audience in their underwear. In many cases, however, it’s the presenter who gets dressed down for an uninspiring performance.

For [Read More]

Why would consumers buy your brand? Ask the average business owner or salesperson that question and you’ll probably get a blank stare. That’s because they are not taught to understand the mind-set and motives of [Read More]

Why does it take so long to get from initial pitch to signed, sealed, and delivered? Maybe it’s because your best marketing and business development efforts are out of sync with the way the real [Read More]

Marketing and sales can often seem like siblings: They live under the same roof, but are constantly at loggerheads. This can force company executives into the uncomfortable role of peacekeeper — always a challenge. [Read More]

Sales superstars don’t just magically appear. They design their paths to superstardom through hard work and smart choices. They also master the sales techniques necessary to ensure success, which is especially critical. To develop great [Read More]

When Frank Farrell, owner of Red Bank, N.J.–based Custom Video Productions, is generating sales leads on the fly, he needs a quick and easy way to demonstrate his company’s capabilities. He has tried showing a [Read More]

PROBLEM: When Jennifer Kenny, founder of San Francisco–based bizTH!NK Consulting, was invited to pitch a technology project at the largest bank in the western U.S., she knew she’d be going up against consulting companies ten [Read More]

In sales, as in any profession, success is rarely based on doing extraordinary things, but on doing ordinary things extraordinarily well. Here are six common mistakes salespeople make in generating leads, according to Arthur Miller, [Read More]