Unless you are a Miami Dolphins or Las Vegas Raiders football fan, the December 26th game between these two teams was of little consequence. However, just as many other times in sports history, things that occur on the playing field can teach us lessons that go way beyond the game, which was precisely the case …
What happens when you meet a hot prospect who has been shopping around? Maybe they even mention that they want to look at your product or service to make a comparison and then decide what/where they will buy. How many times has this happened to you, and things did not turn out well? When a …
If you are completely satisfied with your team’s sales performance, there is no reason to read the rest of this article. However, if you believe in improvement and better results, then give this your consideration. Over the last many years, when I “talk shop” with a salesperson about various aspects of sales psychology and sales …
When someone does something exceptionally good (or awful), we might ask ourselves what was motivating them? Or we wonder what drove an individual to take that course of action. I am sure you would agree that we want people to take the next steps to buy our products or services. Therein lies the fact that …
After the COVID-19 pandemic progressed, everyone began discussing a new normal. This “new normal” idea irritated me, and my initial response was, “how can we say that there will be a new normal when we do not even know how widespread this virus is going to be or how dangerous it is.” Here we are, …
When the going gets tough, the tough may aimlessly wander all over the place, and unfortunately, due to recent events, it might be tough going for a while. As a result, I see many companies do what I call “falling into the activity trap.” Yes, they are grasping for new business by implementing extra marketing …
If you are like me, you love to hear a great story. I am sure you would also agree that the telling of a good story is a real talent. Some accounts are so compelling that they are later turned into books or movies. I was curious as to who some of the top storytellers …
How many times have you heard the saying necessity is the mother of invention? I think we can all agree to the truthfulness of that saying. Because of recent events, today, more than ever, companies and employees are being called upon to be inventive as they are required to do more with less. As I …
The global public relations and marketing firm, Edelman, releases an annual report they refer to as the “Trust Barometer.” A recent report indicates that trust in governments, businesses, and not-for-profits is on the decline. We may not be surprised by the results of the Edelman report. However, the fact that trust in business is declining …
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