Updated July 24 at 5:27pm
147 results total, viewing 91 - 100
Crossing your fingers and hoping you are not hit with a cyberattack is not the best line of defense for any business. Recent government enforcement actions, particularly in the financial-services industry, make it clear that hackers are not the only … more
A construction worker walked up to the reception desk at a doctor's office and was asked why he was there. "I have shingles," he replied. The receptionist asked for his name, address and insurance information and told him to have a … more
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
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
You want the deal badly. You need the business. You suspect that your price is too high to begin with. So what do you do? You lower your price rather than negotiate. Most salespeople are afraid to stand by their price structure … more
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