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How do you make a sales presentation? No I don't mean warm up, probe, present, overcome objections, close. I mean what's the big picture of your sales presentation? What's the content of your sales presentation? And most important, how are … more
One of the themes we like to touch on in this column are heuristics. Myths that become Wall Street rules of thumb have existed for as long as there have been trading desks. They pop up regularly and most of the time they are terribly wrong. … more
Providence Mayor Jorge O. Elorza has initiated a campaign to attract and retain young professionals, part of the millennial generation. It is now the largest cohort of the national labor force, so its participation is necessary for a healthy … more
What information is included on your contact page? Phone number – 100% Email(s) – 100% Physical address – 85.7% Links to social media profiles – 50% Other – 14.3% … more
Congress's most recent fight over highway spending seemed awfully familiar. Once again, authorized cash for transportation projects was dwindling. Once again, no one could agree on a proper extension. And once again, Congress ended up passing a … more
An employee tells his boss, "since you insist on an answer, I'll go out on a limb and say, time will tell." more
Dealing with large organizations or bidding in a complex environment or with state agencies is often a challenge because there are many different parties involved. For example, in the road construction world, selling your technical solution such as … more
(Updated, 5 p.m., Aug. 21) At 6.1 for every 1,000 live births, the infant mortality rate in the United States ranks No. 26 in the world, below many countries in Europe, according to 2010 data from the federal Centers for Disease Control and Prevention. It would seem that an … more
Trans-Link LLC is a woman-owned transportation brokerage firm that connects truckers with clients shipping everything from fresh produce to dry goods in the United States and Canada. President Carla Manni grew up in the industry, with … more
While the collapse of 38 Studios LLC was a singular and precipitous event, the effort to recoup some of the state-guaranteed bond money lost in the deal keeps moving along in drips and drabs. Case in point, the second settlement stemming from the … more
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