YIPPEE! Kendra won, or should I say, "She was hired," by the "Donald." It was no surprise to me. It was all about people and management skills. You either have them or you don't! Kendra had them and Tana, sad to say, didn't.

The shenani ...

Leadership, like class, is hard to define, but easy to spot.

Someone once defined management as ¡°the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization.¡± Manage ...

You¡¯ve probably heard of focus groups. It¡¯s a tool that the big guys use to quickly test a new product or service or to get fast feedback from potential customers. Focus groups do not provide real, actionable information but are great for what I c ...

There are four primary activities that successful salespeople engage in on an ongoing basis. These are Prospecting (45% of time), Presenting (20%), Product Knowledge/Malleability (20%), and Professional and Personal Development (15%)

Recent ...

In the 30-plus years I spent working in advertising and marketing, one of the most frequently asked questions I got from retailers was ¡°how can I make sure I have successful sale?¡± While there are no hard and fast answers to this question, there ...

If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately ...

There are several types and sub types of people in the world. Getting to understand the differences will help you connect with other people. \rThis is taught in sales 101, because the need to connect with the people to make the sale.

Howev ...

Many recruiting ads and job descriptions include "knockout factors" that can actually screen out qualified sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a spec ...

What are you and your company¡¯s services and products worth to customers? What is the value you and your company bring to your customers? When working with customers and organizations, it is important to distinguish the difference between worth ...

I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I didn't hav ...

Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages and/or incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations ...

If you really want to secure government contacts at the county level; there is a lot more than just getting on a list and bidding on a solicitation. Government even at the country level is a little corrupt and insider-ish. You can complain about t ...

In today¡¯s competitive environment, every organization is trying to improve sales results. In every company, the most important ¨C and vulnerable ¨C link in the success chain is the performance of their people. As a sales management trainer and coa ...

So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch.

Jamie is a hard-working, cheery, full-of-ideas kind of manager. She leads two high-functioning teams who support ea ...

This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section ¡°About the Author¡±.

Quote of the month: "A leader is the relentless architect of the\rpossibility that othe ...