Generous Listening is the #1 Teamwork Skill

Generous Listening is the #1 Teamwork Skill

Generous listening is the #1 teamwork skill for employees. Listening and understanding one another are frequent casualties in today’s digital world. Listening is at the foundation, however, of developing strong work relationships, discerning the real issues at...
Eat or Be Eaten to Succeed in Your Business

Eat or Be Eaten to Succeed in Your Business

Entrepreneurs frequently say, “It’s a jungle out there. You either have to take business from others or have it taken from you.” While competition can be fierce, there also are opportunities for win-win transactions. Indeed, most businesses either acquire other...
Effective Strategies to Land Large Customers

Effective Strategies to Land Large Customers

Many businesses hope to garner big customers. Often, however, it’s a “chicken and egg” problem. You can’t get big customers unless you are large and already have big customers. As founder and CEO of three Silicon Valley companies bringing innovations to conservative...
Sell Benefits Rather Than Tools

Sell Benefits Rather Than Tools

Copyright © 2005 Don Maruska Customers want to buy results.  Many businesses lose sales because they focus on the tools they sell rather than the benefits that they deliver. For example, Steve, an expert attorney, bemoaned the low percentage of prospects that became...