Updated September 27 at 5:27pm
Advice
147 results total, viewing 1 - 10
Salespeople already know everything – the problem is – they just don't do it. And sales is not about "knowing" – sales is all about "doing." I was speaking with a friend of mine recently. He said he saw Jim Rohn's seminar 10 … more
One of the first pieces of advice I offer my clients is to resist giving away equity in their company. Oftentimes, however, clients have already granted or promised shares of stock in their corporation (or membership interests in their LLC) to an … more
When a lesson can be summed up in a few well-chosen words, the message often stays with the student. A little tool to jog the memory, a clever saying to remind you what is truly important – that's why "Mackay's Moral" appears at the end of each of … more
"You can't stand out if you're trying to blend in." That's the message Sally Hogshead drives home in the updated edition of "Fascinate," her how-to handbook for making any brand impossible to resist. "In any crowded marketplace, you have to … more
A study by the Human Capital Institute found that most organizations operate at a 30 percent rate of efficiency due to poor engagement among their staff. If you consider how much more revenue a business could generate by increasing its employee … more
Everybody talks about "types" of people, in order to try to figure them out. Salespeople are all taught to mirror, model and type their prospective customers. That's a big mistake and total waste of time. The key word is harmonize, not … more
Is there a one-word answer to making more sales happen? Yes! Probing? Listening? Presenting? Talking? Assessing? Pain? Objections? Closing? Manipulating? The key to selling is not probing, listening, presenting, talking, assessing, … more
A small village by the sea depended on fishing to survive. Each year, the village boats had to go farther and farther from shore to catch enough fish to feed the population. But as the anglers ventured farther away, they encountered a … more
So many salespeople with great potential either drop out or have limited success. Most have good skills, possess the right attitude and want to get ahead. But something holds them back. What are they missing? Simply put, they don't … more
Master limited partnerships have become popular investments because they combine the benefits of publicly traded securities with the pass-through tax advantages of partnerships. Investors in MLPs become shareholders and are then entitled to … more
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