Studies have shown that your customers will remember an experience long after they have forgotten the details. Your booth hardware is brought to life when you add the experience. Barry Siskind, author of the best-seller Powerful Exhibit Marketing, international speaker and Fortune 500 consultant, helps business owners and corporations develop their ... read more

Closing is certainly an important sales activity as the time, effort, and resources invested in managing sales cycles are WASTED if orders are not secured. However, the real secret to closing sales is doing a great job at the FRONT end of the sales cycle. In other words, it is ... read more

Employees want to work for a winner. Customers want to buy from a winner. Winning creates positive energy in the workplace where employees are inspired and over perform. Bottom-line, companies with winning workplaces succeed while losing ones fail. In this tough economy, it's more critical than ever to instill a ... read more

American businesses sent 1.4 trillion e-mails last year, and the vast majority were short missives hastily typed and fired off without much thought. You’re addicted to its speed, but have you mastered the correct use of the tool? A poorly written e-mail can damage relationships, ruin a sales opportunity, and ... read more

"Ugh! Another interoffice teleconference got added to my schedule…" Few people look forward to these calls, which as the meeting organizer, means you have a tough task ahead of you to make the meeting productive. More and more, business leaders are turning to virtual software as a strategy to make ... read more

If there is one thing you could improve regarding your role as a sales professional, what would it be? Find more opportunities? Close more deals? Make more money? I would estimate that what you care about most is closing the sale. Funny thing is that the very first phase of ... read more

You've heard it before…Knowledge is power and, as a sales professional, you need that power to sell. A tremendous amount of information is available at your fingertips to prepare for a sales call or research competitors, but few know how to find it online. Deals are lost every day because ... read more

"This sales person just doesn't understand me..." Guess who isn't getting the sale? The cornerstone of B2B sales success is the ability to build strong relationships with prospects, but you can't do that if you don't understand what makes them tick or how to communicate with them. Based on the ... read more

  Has your business lost customers in the last 5 years? Can your business afford to spend dollars recruiting new customers only to lose those customers to your competition? Technology and globalization have created a very competitive business climate making it more difficult and more expensive to attract and retain customers. ... read more

"What do you mean there's another delay on the deal? This guy has jerked us around for the past 5 months, how come?" Clients not following through with what they say or promise costs salespeople an enormous amount of lost time and frustration.  Often times, easy sales turn into nightmares ... read more

“The only way we are going to hit our revenue target is if my sales team makes cold calls, but they just aren’t that good at it.” Most sales experts agree that cold-calling is one of the most critical skills that a sales professional must possess if they are going ... read more

How do you stand out in the crowd in a competitive environment? Your prospects are getting inundated by confusing marketing messages making it difficult to sound unique. The sales people and entrepreneurs that get in the door are the ones that can quickly and powerfully communicate their value. Your 30-second ... read more

"Social media is just for marketing people…" If this sounds like you, you are missing a powerful opportunity to creatively reach prospects and provide additional value to your clients. Twitter is one of the hottest, most powerful sales tools today to engage prospects, communicate with clients, and get competitive intelligence ... read more

  As any published author will tell you, writing a book will help grow your business. But writing a book can consume massive amounts of time, cost a lot of money, and distract you from the business of serving your clients. Before jumping on the book-writing bandwagon, discover the questions to ... read more

You've been asked to be the lead on a critical project for your company … and your team is relying on you for leadership and guidance. While you know the subject matter like the back of your hand, you don't feel as bullish about being the lead for the project. ... read more

Many sales teams are downtrodden from the economic squeeze with many sales people having lost their passion for selling. They may still show up for work, but they've quit selling. As the leader of the sales team, you need a plan to re-energize your sales team to achieve the expected ... read more

Missed deadlines…poor quality work… late for meetings… These are all factors that can limit your career. What do all three of those have in common? They can all be addressed by having an effective time and organizational plan in place. Business professionals who are not organized find that they struggle ... read more

The financial decisions that are made in the teen years can haunt you for your entire life. Significant debt and poor credit history can keep your children from the job, car, or home they desire. Unfortunately, personal finance is not taught in the schools, but it is so important for ... read more

As a leader of a manufacturing or construction firm, you know that cost containment is critical to survive and thrive. Yet, there is a key part of your business that is draining your profits without you knowing it…process management! Manufacturing firms that do not have documented processes and workflow become ... read more

Hundreds of millions of dollars are being spent today by the federal government on consulting services. Right now, their leaders are being judged by how quickly they can spend their money to help drive the economy through the stimulus plan. Yet, if your consulting firm is not well-positioned to pursue ... read more