Recent Stories

There are few certainties in sales, but the more reps can feel confident about what’s ahead of them, the better. At one time, for example, sales reps might have been assigned territories or accounts with very little to go on. If there were customer records, they were either paper-based or stored

When a customer buys something, most businesses provide them with a receipt, a bag if they need one, and some kind of “thank you” to close out the transaction. The truly successful companies also throw in a little dopamine. As a natural chemical found in the human body, dopamine acts as a sort of

There’s usually no way of predicting what your next employee will look like, how old they are — or where they might be waiting, hoping to secure an interview with you. We all know the traditional routes to take when a search for talent begins. You can draft a job description and post it on an

Hiring the right person for a role is crucial for any business. Learn what to consider before making an offer.

After you’ve been running a business for a while you may reach that wonderful moment when you feel like you’re in a groove. Then, sometimes with little warning, the groove turns into a rut. Let’s say you’ve established a number of consistent processes that help you generate demand for your

“Those who lead tend to read.” Keep that phrase in your head and treat it as a mantra of sorts. It’s useful whether you’re a VP of sales, a marketer or anyone else helping coach or guide others in a business. Yes, you learn a lot by doing, but reading great books provides insight you might never

In the early days of running a small or medium-sized business, your initial customers might be friends, acquaintances or even family members. Next will come the strangers — though hopefully they won’t remain strangers for long. The most successful SMBs learn to really know their customers, whether

Even if you still make a lot of phone calls, are constantly texting and post on social media throughout the day, you probably also continue to live in your inbox. Customers often reach out via email with feedback or questions about a proposed deal. Coworkers and managers send email to provide

People throw around the term “cloud computing” so often by now that it’s probably assumed you know exactly what they’re talking about. “It runs in the cloud,” the IT person might tell you about an application you’re now being asked to use. “We’re storing it in the cloud,” another coworker might

If running a business were like driving along a one-way street, there would probably be far fewer entrepreneurs interested in taking the journey. The path business owners take is often far more varied and uncertain. Some companies get started out of someone’s house and later become a multinational