Updated September 30 at 6:25am
Advice
150 results total, viewing 91 - 100
The Benjamin Franklin Close (also known as "The Balance Sheet Close") is one of the classic old-time sales tactics used to close a sale. Never heard of it? Shame on you – not enough sales training. The scenario is this: You've made your … more
On May 18, the U.S. Department of Labor issued long-awaited regulations regarding the "white collar" overtime exemptions. The Fair Labor Standards Act introduced the 40-hour workweek in 1938 and requires overtime pay for most private-sector … more
There are motivational writers and motivational speakers, and then there's John Maxwell. He has been called America's No. 1 leadership authority by the American Management Association, and has won the Mother Teresa Prize for Global Peace and … more
I will never forget the 1996 Summer Olympic Games in Atlanta when Muhammad Ali was the surprise person to light the Olympic torch. I was sitting in the stadium, watching that spectacle with my entire family. At the time, I was writing my … more
Lord Chesterfield, in his famous letters to his son, wrote: "Here is the way to get people to like you. Make every person like himself a little better, and I promise that he or she will like you very much." Most of us are aware of the … more
"Sounds good, send me a proposal." How many times have you heard that? Too many. So you run back to your office, put together a proposal, send it to the prospect and start the follow-up process (and the prayer vigil). Or do you? … more
The great Greek sculptor Phidias had high standards when he was carving the statue of Athena for the Parthenon about 2,400 years ago. According to an old story, he was busy chiseling the strands of her hair at the back of her head when an … more
A rancher left 17 horses as a bequest for his three children. When the rancher passed away, his children opened his will. The will stated that the eldest child should get half of his 17 horses. The middle child should get one-third … more
Everyone tells you to get referrals. And most people tell you to "ask" for them. "Don't forget to ask for a referral." Horrible strategy. Totally offensive for the most part. Borderline rude. And asking the same customer twice is a death … more
If its execution is sloppy, the best vision and the best marketing plan in the world will fall flat and yield disappointing returns. In fact, a recent survey of more than 400 CEOs around the world found that executional excellence was their greatest … more
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