Essentials

How many books are there on making the sale? A lot and I’ve read a lot of them myself. Of course some are better than others. That goes without saying. But is there a sure-fire way to ensure the sale? I don’t think there’s a...

As we look at recent news and I talk to clients that are doing well while others aren’t, I wonder what’s the secret element needed to succeed. I think you have to foster a competitive environment to deal with market changes in order to succeed....

As we end our conversation on LinkedIn, I want to share some ways that you can really shine by using this tool. In the article “21 Ways To Master LinkedIn” I learned three sure-fire ways to succeed using LinkedIn that I want to share. The important...

As we continue our discussion on LinkedIn, I wanted to share some actual selling techniques with you. I hear a lot that this vendor or that lender isn’t making their numbers. Why? They’re not being creative. You have to use every tool at your disposal...

Let’s face it, the boom days are over, at least for now. You have to get creative. If you’re a vendor you’re fighting to keep existing business and attract new clients from a much smaller pool of potential clients. If you’re a lender you’re doing...

Do you have a great idea? Do you envision a new product or a product enhancement that will take your technology to the next level? And if you’re a lender, maybe you have this great idea on how to improve your process to remain competitive....

What I’m seeing is that companies are struggling with balancing new programs and ideas. In the end, you have to prioritize. These companies don’t have a good enough pulse on the time it takes to complete a given task. The energy and time involved to...

Is there tension in your office? Did you just roll out a new release or a new product that isn’t selling? Do you wonder why? In some technology companies today there exists a disconnect between the programmers and the sales staff. That disconnect both makes...

Are you upbeat? Most people that I encounter are. There seems to be a renewed sense of optimism this time of the year especially. Why is this the case? People are thinking about what they’re going to do in order to grow in 2011. As...