We all understand the importance of customer service, so why is there such a lack of it in most sales and service organizations? Products and services continue to increase in cost while customer service seems to decrease.  Ask yourself this:  Why do so many companies grow and flourish in a down market and others seem to fail.   Read More >

Time….is it really money, or is it life? As a busy entrepreneur, time management is imperative. More specifically, anyone in sales or sales leadership has a lot working against them without managing their time effectively. Being reactive to situations that come up will have you constantly jumping from one problem to the next and playing too much time catching up. Read More >

Welcome to the beginning of the fourth quarter of 2009. When was the last time you sat back to contemplate the market we are in. Some people can bring sunshine to ANY cloudy day, but, when it comes down to it, we are in a crazy cycle in the history of economics. What does that mean for you? Ask yourself these questions: Read More >

We’ve all heard the old saying, “What you don’t know can’t hurt you”. That couldn’t be further from the truth when it comes to sales.   In sales, what you don’t know will hurt you.  Read More >

Chances are, at some point early in your career you’ve walked a client through a less than smooth transaction. That client had no idea what they were in for, your consultation skills were not yet refined, and it was probably difficult to tell for whom the process was more frustrating…the teacher or the student. Like learning to ride a bike, the new skill is rarely going to work well the first time. Read More >

What worked before the Basics when relationship based business professionals wanted to grow their business? Read More >

We had a company meeting a few weeks ago and someone asked ‘are we being relevant to our business?’ Deep, isn’t it? Read More >

I think we can all agree on the importance of a good brand for business. In  relationship based sales, some people have a personal brand and others leverage the brand of the company they work with. A goal in building a personal brand is to position yourself and your business to withstand the test of time so that you can enjoy the fruits of your labor for years to come. Read More >

The #1 skill in communication is to listen.  Without listening to what is important for your client or business partner, it is impossible to understand what solution is best for their needs. Read More >