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As is usual this time of year, I've been involved in lots of discussions of incentive and commission plans--both last quarter as people plan for the new year, Read More

Are you struggling to close a deal? These 7 strategies can help you follow-up effectively in order to get your client to sign on the dotted line. Read More

Many marketing strategies and sales efforts fall flat because the customer has a hard time connecting with the product. The art of enchantment, or great story-telling, ensures that your audience will not only connect with your products, but that they’ll have an easier time telling others about them Read More

Addressing performance issues is always tough.  Many managers are uncomfortable discussing poor performance issues with poor performers. There are a number of Read More

Cold calling is back, and everyone is doing it. When it comes to best practices, it should always be "do as I do, not as I say". When it comes to cold calling, it seems to be back based on what people are doing for their own business, despite what may be said. Read More

The discussion around my post, "Don't Bother Me With Process!" has been generating some interesting discussions.  I've been surprised with the number of Read More

When it comes to a retail pricing strategy, there are several pricing tricks that have proven influential in inducing the customer to buy. The best thing about techniques I'm about to discuss is that they are not complicated and have been rigorously tested and documented through psychology research Read More

When a deal stalls out, whether it’s because the customer is busy or because there is a delay in follow-up, you’ll need a strategy to be able to implement manageable, actionable tasks that will get this deal back on track and bring you closer to closing. Once you have this data, you can make the c Read More

As sales leaders and marketers we need to understand how to analyze data in order to make good decisions for our businesses. Otherwise, we’re operating in the dark. Read More