Make 2011 Your Best Business Year
Here, six business leaders weigh in on how SBOs can make this year the best (and most profitable) yet.
January 11, 2011
The best salespeople dona
Every day, I hear from someone who calls themselves a “software salesman” or an “insurance saleswoman,” and I wonder why they pigeonhole themselves this way.
And then it strikes me: They are product peddlers as opposed to salespeople.
November 30, 2010
How to Push Prospects 'Off the Fence'
We've all heard it a thousand times: "I like what you're proposing, but I need a week to think it over."
And then the week turns into a month. And an army of advisors come on the scene. Accountants, lawyers, spouses, employees -- suddenly the would-be decision-maker can't make a move until a town hall is convened, a vote is held and the count is certified.
November 4, 2010
Handle with care
Thinking of leaving the military and going into business with some of your buddies? Then heed this word of warning: Friendship and business are highly combustible. Apply the spark of human emotion to the dynamite of a valuable idea and you’re going to get an explosion.
Whether it will be productive or disastrous depends partly on how carefully you’ve planned your defenses.
October 27, 2010
3 Schools of Thought on Wealth Management
AS portfolios tick up after the vast losses of two years ago, many investors remain wary. The latest whiz-bang product is more likely to inspire skepticism than desire. Promises of steady returns do not inspire confidence, either.
October 20, 2010