Value proposition may be another sales myth
For many small business owners and sales professionals, the concept of a value proposition is embedded in the numerous sales training programs to books on how to sell. Even some...
Home > Reviews
All Stories
Statistics suggest women in sales can be wise move
On June 23, I joined nearly 200 others at the 2nd annual Women In Sales Awards for North America in Chicago. The reason I mention this particular event is because...
Independence Day is your six-month celebration
The Fourth of July celebrates our independence from England. For small business owners, executives and sales professionals, this day can also be one of celebration as it is the midpoint...
Go beyond the interview to fit the right new hire
"He interviewed so well. Our entire team thought he would be a good fit." I wish I had $10 for every time I heard that statement from someone who realized...
Quick, easy solutions oftentimes come at a cost
Those in small business enterprises are crazy busy and sometimes they take the quick-and-easy path. This path of least resistance looks appealing because its initial cost is low and the...
Poor leadership creates lazy employees
Years ago, a mentor and colleague shared this story. He was visiting a client who was extremely upset. This client said, "Mike, these nincompoops are driving me crazy." My colleague,...
Time to let go of ‘knowledge is power’
Do you believe knowledge is power? Given how much knowledge a person can find on the internet, then it is reasonable to presume there would be far greater business, professional...
Memorial Day is one day to be inaccessible
Do you feel tied to your phone? Do you believe you must be accessible 24/7? Can you imagine not looking at your phone for that latest text, social media posting...
Don’t expect sales professionals to create value
One of the more recent misconceptions in the small business marketplace is that salespeople create value. More and more sales training experts to motivational sales speakers repeat this false mantra...
Lack of engagement brings waste for employers
For many years, employees have been viewed as a cost, not an asset, a belief is still held by many small business owners and managers even with all the data...