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When initiating change, lots of attention is given to "the masses." It's assumed that the "best and the brightest" will embrace and lead large scale change. The research here shows that such conventional wisdom is neither conventional nor wise. Read More

Intellectual firepower may give you the ability to analyze situations. It doesn't give you the willingness to decide on the basis of incomplete information. It doesn't, necessarily, give you the skills to convince others that your ideas are good ones. Read More

Most sales people skip the essential sales step for each and every prospect that's worth converting to a customer/client. It's an investment that honors the buyer's time; it signals to the buyer that your interest lies in their best interest, not yours. The "slow down and sell more" secret lies in creating value before the call. Read More

Here's the paradox: software developers make generally trustworthy products, but very few of our customers trust the promises we make. IT consultant Clarke Ching discusses 10 great insights on how you can earn your customers' trust no matter what business you're in. Read More

Business author Charles H. Green makes the radical suggestion that companies should hook up their own employees with recruiters -- to increase employee engagement and retention. Counter-intuitive and brilliant stuff. Read More

Most sellers are not trained to see things through the buyer's lens. But if we set down our own lens and walk around to the buyer's side to see their view, we'll understand their situation with more clarity and exponentially increase our ability to bring them value. Read More

Should you really "always be closing?" Mark Slatin advises to put down the golden closing hammer if you want to increase your sales success. Read More

New research shows that plants really do make your employees feel better and work more productively. Read More

Learn one of the best kept sales secrets: the power of humor to close the deal. Read More

Learn the secret of selling that improves your sales success and increases customer satisfaction. Read More