It’s that time of year again to take stock of what we have achieved, what we have acquired, and where we fell short.

During the course of the year, we have dealt directly with over thirty-six senior level decision makers, ranging from Chairmen of Boards to Vice Presidents. From listening, we determined that business buyers only want five critical elements to feel reassured that their business decision is the right one.

These critical components are:

1. Credibility
2. Differentiating Factors
3. Time Lines
4. Return on Investment
5. Guarantees [Read more...]

Coaching is a learned skill required by all managers. Over the past decade, we have found that coaching encompasses six critical components that ensure positive results for the manager, for the sales professional, and ultimately for the customer. [Read more...]

Half of our clients are what I call “solo flyers”. These are independent entrepreneurs and selling professionals who are literally on their own. No one else is there to tell them what to do. There isn’t a multi-million dollar budget in place to support their business development efforts. They are brave men and women who get up each and every day to carve out their own living.

So how do the ones that seem to do pretty well at it financially succeed? They live by the following 10 rules, in this order, day-by-day, week-by-week, month-by-month: [Read more...]