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I've written over and over again about the salesperson who talks too much in this blog and elsewhere. Yet, the problem continues. Salespeople have a tendency, I'm afraid, to over-talk. Read More

Some businesses lose sales because their international clients do not have the same understanding or expectation of what is offered or promised. As usual the cultprit is cross-cultural differences. Here is how to begin to improve your cross-cultural explanation skills. Read More

Cultural differences mean that our clients might have different expectations than we expect. An accurate appreciation of your international clients' expectations can help you improve your international marketing, but it can also help you to establish a good foundation for trust. Read More

Yes I have consumed the social media Kool-Aid. In fact I have opened my own roadside stand. Social media is an exciting disruptive technology. But the ride is almost over, the hype will die down after everyone has found everyone on Facebook and when even our dog has a blog. Marketers and the community at large will ask “Now What?” Social medi Read More

Lots of CEOs and business owners could do a better job leading their organizations. Why is this so? And how best can it be done? Here are four psychology-based reasons why all of us, CEOs and business owners included, run the risk of mental misstep, and what companies can do, and should not do, to better manage things. Read More

Steering is a very valuable activity, whether driving a car or driving a career. But steering won't work if Read More

Recession, recession, recession! That seems to be all we hear anymore. Well, enough is enough. It's time to take our personal power back! So what's a business owner or entrepreneur to do? Get on the "I'm Quitting the Recession" Bus, that's what! Read More

@gerhard20 declares: Ditch the pitch, We are in a conversation economy. The sales pitch is dead. I'd love to believe that, but let's look at some data..... Read More

Price, the eternal boogieman for sales people is and always will be an issue in sales. It is up to the sales professional to manage and deal with it, in B2B sales it can be overcome. Read More

After a brief hiatus, the Motivation 101 Blog is back! Find out what Jerry Kennedy has been up to and why he has a new passion for getting you moving. You might even find the inspiration you've been looking for! Read More