High-growth firms are masters of execution
Recent corporate financial scandals have called into question the quality of corporate earnings. Indeed, in three separate studies of more than 800 value-creating public...
For specific connection, make a specific pitch
In his keynotes and recordings, world-class motivational speaker and sales trainer Zig Ziglar often talks about the importance of having meaningful, specific goals. He...
What’s your ‘type’? Mine is ‘sales successful’
Everybody talks about “types” of people in order to try and figure them out.
Salespeople are all taught to mirror, model, and type their prospective...
A cynic burns his bridges before he gets to them
A friend of mine was a high school teacher at a tough, inner-city school. On the first day of school, he got on the...
Creating promotional Web videos
The consumer marketplace has spoken: It likes videos, and it likes to view them online. And therein lies an opportunity for small-business owners of...
Don’t let PowerPoint ruin your presentation
We’ve all been there at one time or another. It’s Friday afternoon after a big lunch. As the lights dim and the laptop begins...
To keep your customers, fix mistakes ASAP
You cannot put a price tag on customer loyalty; it is priceless.
Customers who return to you day after day, year after year will...
It’s not enough to have ‘satisfied’ customers
Customer satisfaction is dead.
Oh, there are a bunch of huge companies that haven’t figured it out yet. And there are a bunch of...
Career makeovers can unmake you
Talk about Superman pulling a phone booth-style switcheroo. There’s a New Zealander named David Kirk, who is now CEO of Fairfax Holdings, one of...
Tips for developing your brand
Developing what’s called a “personal brand” is a great way to achieve an edge over the competition. Suppose, for example, that your business has...
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