Updated October 21 at 5:21pm
152 results total, viewing 51 - 60
The price of whatever you sell carries with it a discomfort for most salespeople. They're hesitant to bring up the price because it's the final element in completing any transaction – or so they think. Actually, price or fee or rate is a … more
In "Regional Advantage," her classic 1994 explanation of why Silicon Valley became the center of the tech universe and Route 128 outside Boston did not, AnnaLee Saxenian of the University of California at Berkeley argued that a key difference was … more
There is an Apache legend that the creator gave human beings the ability to talk, to run and to look at things. But in addition, the legend says he was not satisfied until he also gave them the ability to laugh. After giving humans this ability, the … more
Over my decades in business, I've noticed a baffling trend: "Sales" has become a dirty word. I'm on a lifelong campaign to change that. In fact, many companies no longer use the term "salespeople." They have account executives or account … more
Whatever your age, you've made resolutions, you've made goals and you've often fallen short of the stated objective or desire. Drop resolutions. They're always painful. Drop goals. They're often unmet. Refer to whatever it … more
The lack of certainty in our tax laws often adds to the complexity of making sound, long-range business plans. The Protecting Americans from Tax Hikes Act of 2015, which President Barack Obama signed into law in December, brings increased certainty … more
There are three simple rules in life: – If you do not go after what you want, you'll never have it. – If you do not ask, the answer will always be no. – If you do not step forward, you'll always be in the same place. … more
When you walk into someone's place of business to shop or buy something, what are you expecting? Most people expect someone friendly, someone helpful when you need them, to be served in a timely manner, to be given fair value, to be … more
It took a long time but it had to happen. And it did. Finally, there are schools, summer camps and weekend experiences where kids learn how to tinker. This is far from what some call "futzing around" and others label wasting time. It's serious … more
You might have heard the saying: If you are persistent, you will get it. If you are consistent, you will keep it. This statement describes professional golfer Jordan Spieth to a tee. Spieth was the defending champion of the Masters golf … more
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