Salesmen have one important job: to close. But if that were all it took, selling would be easy. Every salesman knows that selling is not only in the initial sale (which feels really good), but in what comes after. I call it the art of finessing. When you finesse, you skillfully handle a situation with […]
Read MoreIn the world of sales, it’s sometimes hard to get away from the general thought that one side is taking advantage of the other. If it seems like only one person greatly benefits, most can’t help but picture a greasy used car salesman that is just looking to make a quick buck and take you […]
Read More“Ok great – We will see you at 9:00am at my office.” The meeting time is set and the location has been agreed upon. You’ve spent weeks preparing a presentation for this customer, and have probably reviewed most details in your head several times over. But what time are you going to show up? Is […]
Read MoreIn sales, there aren’t stadiums of fans cheering your name and wearing your jersey or Roman Coliseums with thousands of screaming people. Heck, for most of us, our big sales events are a telephone call, an email, or at best an office visit. So, how do you get your mind right to bring your “A” […]
Read MoreThere’s a great café in downtown Milwaukee with a novel-sized craft beer menu and one of the best outdoor patios. In your own city, I’m sure you probably have some place similar. What brings me here several times a month, though, isn’t either of these things. It’s the sweet potato fries. Hand cut, lightly salted, […]
Read MoreBorn in the ‘80s and raised in the ‘90s, Millennials are a tricky generation to court. Confident but coddled, competitive but team-minded, social but independent, young professionals from this generation are a breed apart – and that can be a great thing for your business. Before you go fishing for young talent in the pool […]
Read MoreThe sun is shining. The flowers are blooming. And graduation season is in full swing. Statistically, 16 percent of 2013 graduates have jobs waiting for them. And, with a better employment outlook than there has been in the last 4 years, preparing to enter the workforce seems to be on everyone’s minds. Whether it’s your […]
Read MoreThere are lots of ways to define teamwork. We know it takes effort, cooperation, and coordination. It takes a group acting together and for a common goal. But what makes a team great? Better yet, how can you take your team at work and make them a better one, one that everyone wants to […]
Read MoreIt was a Friday afternoon and the sun was shining. The radio blasting, I was on my way home from a long day at work. As I merged onto the highway, BOOM. The check engine light came on and I got that sick feeling in my stomach. My thoughts began to race. “Are any shops still […]
Read MoreMy wife and I read every night with our daughters. When they were infants, we did all the reading. Now, the girls do most of it. Our daughters are among the best readers in their respective grades, but it’s about much more than that. The books they read take them to faraway places filled with […]
Read More
