Blog

A Radical Prescription for Sales

A Radical Prescription for Sales By: Daniel H. Pink   Some things in life we know are true. The sun rises in the east and sets in the west. A body in motion will remain in motion unless acted on by an outside force. And the best way to motivate salespeople is by offering them commissions. But... Read More

Invest in Your Salespeople and Grow Your Profit

Written By: Richard F. Libin  How do you measure wealth — people or profit?  Most businesses will answer profit. However, if your business is “people broke” it’s also going to be “profit broke,” if not now, soon. The fastest way to increase profits is by building the people wealth of your business. Owners invest hundreds of thousands... Read More

War on Talent

To all of the hiring managers out there, Remember there is a war on talent right now.  Doing reference checks are a great way to confirm the opinion you’ve already formed about a potential new hire, but it can also cost you a great candidate.  When calling a former supervisor to check a reference,  you... Read More

Competing for talent in 2019? Ask yourself these 6 questions

By: Kathleen Quinn Votaw   Now that there are more job openings than people to fill them, 2019 is the time to get really serious about being the best company you can possibly be. This year we see the rise of the individual, where top talent takes over the catbird seat — able to pick where... Read More

Getting Over Your Fear of Cold Calling Customers

Getting Over Your Fear of Cold Calling Customers By: Weldon Long A recent research study found that 48% of business-to-business salespeople are afraid of making cold calls. Sadly, salespeople who are afraid of making cold calls have trouble hitting their quotas, are more stressed, and are likely making less money than their counterparts who don’t share this phobia.... Read More