Like so many things in life, timing is critical for effective sales. You can waste a lot of time and effort trying to push a sale at the wrong time. In fact, you can turn off a prospect and lose a sale that could have come at a later time. If you want to make your...
Diverse teams excel if, and only if, the members appreciate their differences and know how to navigate them productively. Otherwise, differences create friction but no added value and, in fact, can rip an otherwise promising business apart. This is especially true...
Would you like more customers and have them be extremely profitable? The key is finding your “most wanted” customers. For many businesses, the top 20 percent of their customers yield 80 percent of their volume and profits. Merely doubling that top group will more...
Have you noticed that customers and employees have become more assertive, indeed aggressive? They’ve been taught and trained to stand up for what they want and not take “no” for an answer. While it’s helpful for people to express what they want, many persons lack the...
Amidst the flood of ads and product information bombarding customers, your business needs a strong message to be noticed. Those businesses that take a stand for their customers and convey it with passion gain attention and succeed. For example, in the early...
Why is change so difficult? Changes in technology and the economy challenge us to shift how we work. Yet, we flounder in our responses. Rarely, are the primary problems with change technical in nature. Rather, the problems arise in how people react to the changes. New...
