The investment outlays are ready, business plan is on the table, the right resources have been gathered; now all I need is some clients to get the wheel rolling. This is a common requirement for all the businesses that are either in the nascent stages or are confronting a scenario in which they have just [...]

No matter where I work, regardless of the region of the country, there’s one situation I encounter that virtually all businesses have in common — some degree of internal conflict between sales, operations and administration. Operations Manager: “Those sales guys are prima donnas. There’s one — Kevin — who is the worst offender of all. [...]

What follows is a conversation – one that happens all too often in business. The status quo, how managers have been trained, what got them to where they are, and business realities all play a part in this conversation. Listen to our fictitious, but all too real manager as he has this ongoing talk with [...]

People ask me all the time what I think makes up a qualified lead. It’s simple, I tell them. There are five things that every Top 20% producer knows when he or she hangs up the phone with a prospect. Know these five things and chances are real good you’re going to close this prospect. [...]

So what exactly is a brand? We hear a lot of talk these days about branding, but what is it and why do you need one? A brand is a unified message that you send to clients and potential clients about what your business is, what you do, and what your business stands for – [...]