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Steven and Tammy wanted to have a new patio built in their back yard. They had looked at patio stone and brick products for several years, and finally decided this was the summer they were going to look into getting it done professionally. With Steven’s new health problems now in the picture, doing the project themselves was out of the question. If they were going to do it, they were going to hav Read More

Great salespeople have the ability to lead. They have the ability to generate results through the efforts of others on their teams, as well as their client’s teams. Read More

What makes sales so difficult for some people and so much easier for others? Why do some companies thrive and others fail to catch on, even when they have a great concept? What is the secret to success in sales? Obviously, there are many answers to these questions, but I have discovered one that makes sales easier for almost everyone. Read More

Selling today is not only difficult, it’s downright scary! You must fight off your usual cast of competitors and still protect yourself against the dreaded “no decision.” Knowing how to appeal to the “Bully with the Juice” is a mandatory sales-skill in today’s post-bubble economy. Read More

Everyone knows listening is the key to sales, but knowing how and what to listen for is not always easy. To be effective, you have to listen for more than just what you see fitting your goals. Read More

With all of the effort you are putting forth to excel in your career, there's nothing worse than wasting a perfectly good referral ...When Good Referrals Turn Bad. Read More

As solo business owners, we sometimes feel like Lone Rangers on our own, trying to figure out ways to bring in more clients. A business owner's survival and growth ...Build a Powerful Referral Network and They Will Come. Read More

Salespeople sell change. They sell a future result, a better outcome. But creating the vision of a better future outcome is only where the sale begins. Successful salespeople know that that change needs their time, their attention, and their resourcefulness as a salesperson—and as a businessperson—to be achieved. They lead and manage the change that they sell. Read More

Great salespeople have the ability to negotiate. They see every advance in the sales process as an opportunity to negotiate in good faith, creating value for their company and their client company at each and every stage. They build trust within their client’s company, negotiating changes and modifications within the buying team to ensure that value is created for all of their stakeholders. They Read More

Social media monitoring software immediately returns efficiency to your day by consolidating your monitoring destinations. However, as is the case with any great data collection, it simply generates more questions. One of those questions most recently top of mind with our clients is: Who, in all the chatter, is influential?

Here are some of the ways we look at mapping influence. Read More