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Call me a prude if you will, but I’ve had it with sellers who are totally clueless that they’re going too far, too fast in their initial meeting with me. The worst thing is, they have no idea how their actions are perceived.

Could you possibly be guilty of this promiscuous behavior? Read More

Why do sales people have such an intense desire to do things their own way?

Where do leaders draw the line? How do they distinguish between the times when they should give their people some space and when it’s time to reign them in? Read More

The credit card reform Congress passed last year ended “over limit” penalties –- typically $35 fees applied when cardholders charge more than their credit lines allow -– unless customers opt in. At least for consumers –- not so for business credit cards, which the CARD Act does not regulate at all. Now, with two sets of rules, confusion abounds. Read More

Ignoring or mishandling customers who complain can be the downfall of your company. Yet, unsatisfied customers, when satisfied, are ten times more loyal to the company than happy customers. In fact, they often become vocal brand ambassadors for the company. Includes Video and Top Ten List to capitalize upon this opportunity. Read More

Why pay salespeople who are not motivated or do not make adequate sales? If your joint venture product or service depends upon face-to-face or direct contact with potential customers and clients, you should consider using a results-based compensation system.

Auto dealers do it. Real estate agents earn it. Corporations pay brokers with it. What is it? Commissions. People who meet face-to-face o Read More

Emotions drive behavior. This is common knowledge, and is demonstrated in most media advertising that we come in contact with. How can you leverage emotional engagement to drive your brand, either for you product or service...or for your personal brand? Read More