Recent Stories

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

The best reps truly care about their customers — especially when they can sell them something that makes them more successful. The best reps also truly care about their employer. Working for a company that offers valuable products and services makes their jobs a lot easier. And of course, the best

A day at the spa. A weekend retreat to an exclusive resort. A home cleaning service to take on some of the regular chores for a while. These are some of the more typical ways we might visualize the idea of “self care,” but they may be too limited— and for sales people, they might not be realistic.

When your customers aren’t actively engaging with you to buy something, what are they doing? Though the answers will always vary, “watching a video” is probably one of the safest bets you can make. During their work day, for example, customers may be connecting to other members of their team via

What customers want is the fastest and most direct route to having their issues resolved. What they often experience, however, is a scavenger hunt. You probably remember scavenger hunts, even if you don’t have children. Everyone gets a clue to start off, and then has to go off in search of a