Category Archives: Business

Inflection Points and How You Can Jump Ahead

An inflection point is a pivotal moment when the marketplace is ripe for change.  Sometimes consumer habits transform to cause these moments; other times changes in technology or regulations cause them.  Inflection points present a rare opportunity for organizations and … Continue reading

Posted in Business | Tagged , , , , , , , , , , , , | Leave a comment

Sales Skills and Why Everyone Should Cultivate Them

The most successful people I have met share one common skill:  sales.  In less than a minute, a great salesperson can accurately assess a person or situation and understand exactly how to respond.  They identify priorities quickly, and easily make … Continue reading

Posted in Business | Tagged , , , , , , , , , , | Leave a comment

Achieving Success by Helping Others

We know that being successful in sales comes down to helping others achieve their desired outcome.  Today, I would like to celebrate a small personal victory and share a valuable lesson.  A broker brought an undesirable case to us and … Continue reading

Posted in Business | Tagged , , , , , , , , , | 1 Comment

The Difference Between Failing and Being a Failure

“I feel like such a failure!”  I have heard these words uttered far too often from people who are giving their all to something.  Salespeople, managers, parents, spouses, and pretty much anyone who has ever tried anything has failed at … Continue reading

Posted in Business | Tagged , , , , , , , , , , | Leave a comment

Mastering the Financial Element of Sales

There are four elements to each sale:  financial, strategy, relationship, and execution.  Discussing the financial aspect of a sale can make people nervous, but you should try to get comfortable with it to increase your effectiveness as a salesperson. Use … Continue reading

Posted in Business | Tagged , , , , , , , , , , , , , | Leave a comment