Updated July 25 at 11:28pm
Advice
147 results total, viewing 11 - 20
J.M. Haggar was fascinated with Henry Ford's idea of the production line. He thought if cars can be mass-produced, why can't men's trousers – and at popular prices? Many clothing manufacturers doubted Haggar's potential. But he proved … more
Business travel was never designed to be fun. Very often you find yourself rushing to an airport, getting off in another city, jumping in a cab, going to a hotel, meeting in the hotel's conference room, jumping back in a cab, and the next thing you … more
Question: When is the prospect ready to buy? Answer: He or she will tell you if you just pay attention and listen. The links between the presentation and the close of the sale are buying signals. Recognizing the signals to buy is … more
Try to remember the last time you uttered the words, "I made a mistake." Was it painful? Expensive? Career-changing? Or therapeutic? When my kids were young, they used to sing along with a little ditty on "Sesame Street" that went something … more
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
Seems too simple. Just ask. In most cases to get the sale – at some point you must ask for it. "Yes, Jeffrey," you say, "but when do you ask? What's the perfect time to ask?" How do I know? No one knows that except you. I can … more
Overwhelmed by today's proliferation of communications channels, marketers often focus their attention on the project of the moment. Without a strategy-first approach, these businesses frequently spend their marketing dollars on isolated tactics … more
A father and his young son were out walking one afternoon, when the boy asked how the electricity went through the wires stretched between the telephone poles. "I don't know," said the father. "I never knew much about electricity." … more
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
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