Updated May 26 at 5:26pm
Advice
152 results total, viewing 121 - 130
The twin shocks of the massacre in Tunisia and the financial meltdown in Greece have sent tourism shares sharply lower. The industry has grown increasingly resilient in recent years, however, and it probably will recover relatively quickly. That … more
I can't help it. I read some bad sales advice today and I gotta say something. I'll try to keep it positive, but my tongue is already bleeding from biting it. The title read: When sales calls stall. Every salesperson has … more
Since a 2006 law allowed the creation of Roth 401(k)s, more and more companies have added a Roth 401(k) option in their retirement plans. However, a recent nationwide study shows that only 14 percent of employees are using this option. The problem: … more
How do you make a sales presentation? No I don't mean warm up, probe, present, overcome objections, close. I mean what's the big picture of your sales presentation? What's the content of your sales presentation? And most important, how are … more
Dealing with large organizations or bidding in a complex environment or with state agencies is often a challenge because there are many different parties involved. For example, in the road construction world, selling your technical solution such as … more
First lady Michelle Obama has had the pleasure of attending many spectacular events, but I would venture to guess that opening the 14th Special Olympics World Games at the end of July had to rank with the most inspirational. It wasn't … more
Think about the last few things you purchased. They hold the secrets to increasing your sales. Giving a seminar, I was in a stream-of-conscience talking about buying motives and why people buy. As usual I was focused on the … more
Life insurance benefits are easy to understand. If an insured person dies, their named beneficiary receives a monetary benefit. Disability risks are far less tangible. None of us believe we will have the misfortune of suffering from a disability and … more
Within the past few years, some of the best-known names in American industry have disappeared down the gaping maws of other companies. Other seemingly unassailable fortresses have been disassembled, and the parts sold off separately. And there's … more
Got a company mission statement? "Yes, Jeffrey. We do." Really? Can you recite two words of it? "Uh, no." How come? It's your MISSION. It's what is supposed to drive you into the sale – and create an atmosphere of success. It's … more
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