Business people seem to spend their lives making presentations, both formal and informal. Many of us get to the point where we think we can "wing it" in practically any meeting or venue. That's generally not a good idea, though.
Leading is about story-telling... The English writer A.S. Byatt, whose novel Possession won the esteemed Booker Prize in 1990, observed in a piece ti...
How many times have you received a call at your home at 9pm at night from a salesperson soliciting newspaper subscriptions or whatever. You find it beyond irritating.
Just when you thought LinkedIn.com was a career site for finding your next job, along comes new, primary research from Jill Konrath and Ardath Albee showing that LinkedIn is now the most important sales tool in a sales rep's arsenal.
In business, if a buyer gets a unilateral concession from a vendor, the vendor figures it out and then seeks "revenge" as the offended party. Once they feel they have been misled or duped, they want to get even. Sound familiar?
Too many companies use celebrities and sex without really thinking or understanding the effectiveness they will have in selling products.
Being in a position to dictate your own exit strategy should be the highlight of your career because it epitomizes the entrepreneurial dream: Go into business, be successful at it, and leave under your own terms.
To truly succeed you need to begin by understanding one hard truth: regardless of whether your dream is to start a small business or a social movement, you are always, ALWAYS selling.
"My 77 year-old mother can go into the dealer clutching the invoice price of the car. Information parity has changed the game, and buyers now have multiple choices and a means to talk back."
The nature, extent, scope and tone of the pitch have numerous permutations and combinations depending on the scenario.
The "presenter's paradox" is a fascinating example of how our instincts about selling -- ourselves, our company, or our products -- can be surprisingly bad.
By Sayre Quevedo Photo Credit: Brett Myers/Youth Radio Kedrick Barnes and Tre Randleman say they pull in $150-$200 per day selling Obama buttons. On...
(Reuters) - Jim Angleton did not plan on selling his small financial services business this year, but when a foreign buyer approached with the right o...
I'd never heard the term "Go-Giver" before and it intrigued meso I got in touch with Bob Burg, who coined the term in his book, The Go Giver. I found Burg on Twitter and asked if I could interview him to find our more.
Love -- which is unifying, inclusive and kind -- is ultimately your only way of getting people to come to your side. And criticizing a person (rather than his views) with whom you have any common ground achieves little or nothing -- so why do it?
Besides possessing creativity and resilience, the best innovators are the ones who can effectively communicate and "sell" their ideas. Innovators often have to get executive approval for support on a new product or venture. No matter how good an idea is, it will not sell itself.
You don't want to be stupid. Only sell something you love to someone you love. Always think "what is the bigger picture here?" In many cases in the bigger picture, the negotiation is not as important as the "sale."
Admit it: When you hear the real-estate maxim "location, location, location," you think about great neighborhoods and awesome transportation. That's fine -- unless you're looking for an apartment.
Until you find The Product, nothing else will end up mattering. Without it, any seed money you raise or savings you invest will soon go down the tubes, you'll have a pile of debt you probably won't be able to pay, and you'll need your old job back--if you can get it.
Should Capitol Hill be looking to Hollywood for better scripts? Actor George Clooney thinks that while Democrats have accomplished a great deal for the U.S., they "have done a terrible job so far" of getting this through to Americans.
After sharks, sheep and cows in formaldehyde, Damien Hirst is moving on to mythical creatures, and while they may be unpickled, they are still not qui...
I always said that my work was about service and contribution -- and my mission statement said so, too. But it was only partially true. I did want to help others -- but I often wanted recognition and money even more.
If you're a sales executive you know many of your first meetings with prospective customers often feel like a job interview. Similar meeting preparation. Pointed questions. Friendly tension.
"Just give me a hot lead. Just give me two of the premium leads." All sales leads are not created equal. Who can forget Glengarry Glen Ross and the p...
You've probably noticed that social media has become the new platform for relationship marketing almost overnight. Communities like Twitter, LinkedIn ...
