Updated October 23 at 6:29pm
149 results total, viewing 41 - 50
New Englanders are famous for having a David vs. Goliath complex, something lurking in their DNA that says just because something is bigger doesn't mean it's better. It's why locally brewed Sam Adams beer can do battle successfully in local eateries … 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
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
While an IRC Section 338(h)(10) election to purchase an incorporated business can offer the buyer many advantages, there are some issues that may make it problematic for a seller. When analyzing whether to take an election, an eligible … more
I am not a LinkedIn expert, but I do have more than 26,000 LinkedIn connections and almost 30,000 followers. How many do you have? I may have more visibility and notoriety than you do, but we are equal in exposure and linking possibilities … more
Typically, ownership of an incorporated business changes hands through either a stock purchase or an asset purchase. Both methods have pros and cons for buyer and seller. There is a third way that often gives the buyer the best of both approaches: … more
Thomas Watson Jr., former chairman of IBM, liked to tell anecdotes about his father, Thomas Watson Sr., who founded the company. One of them went like this: "Father was fond of saying that everybody, from time to time, should take a step back and … more
Here is a sales action for you to take: Become question aware. Here is another sales action for you to take: Listen with the intent to understand. Every time you are asked a question, ask yourself this question before you answer … more
One rainy night many years ago, a gentleman and his wife entered the lobby of a small hotel in Philadelphia. The man asked the clerk if he had any rooms available. The clerk, who was actually the hotel manager, was a friendly man who prided … 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
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