Blog

4
Feb

Yes, You Can Write a Book

No, I don’t mean like the one on your nightstand, the one you think you’re reading as you doze off and turn out the light. I mean a book that you write–sharing your wisdom, explaining how you got where you are, demonstrating your expertise, telling all those entertaining and enlightening “war stories” that make your points “crystal.” A book that builds

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20
Jan

2021 Growth: Using Referrals the Right Way

In a business-to-business environment, referrals can lead to 80% of all new business. Where do the best referrals come from? Well, you can’t wait for them to knock on your door. And asking works only as part of a process that builds and maintains a productive and reliable referrals network. How do you do that? We know from experience that the

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22
Dec

Your Business in 2021: What are the “unknown unknowns”?

It’s time to find out. Here’s how. How do you uncover things “you don’t know you don’t know” about your company or organization? More important, how do you determine what they mean for your success now and in the future? Do you think you know all you need to know about your company? Probably not. Most business owners, presidents, CEOs, and

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18
Mar

Still Leveraging ADHD after All These Years

We’ve long been writing about ADHD, when managed effectively, as being an opportunity for salespeople who have it and for the companies they work for. But new questions keep coming up. For example, what can you do when your competition is your prospect’s untreated ADHD-like behavior? In our experience, ADHD can cut at least two ways for salespeople: They have

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20
Jan

2020: Sell More Than Ever!

Beat your personal best in 2020 by developing your consultative selling skills, building a customized sales process, and getting hands-on help in closing deals. Sell like the top producers sell–the 20 percent who consistently bring in 80 percent of all new business. Our highly popular and highly productive consultative sales course, FOCIS®, supports the individual and team growth so vital to boosting

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4
Dec

The Best Business Gift Ever?

“Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, ‘What’s in it for me?’”—Brian Tracy Creating value–“helping others”–is perhaps the best gift you can give your customers, prospects, and colleagues. Even better, you can do it all year ’round in a special way during the sales process. That’s right, you can provide value before

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10
Oct

Will Potential Buyers See Your Business Development Process as an Asset or Liability?

If and when you decide to sell your company, will potential buyers see your current sales and marketing processes as assets or liabilities? In other words, are they processes that new owners can rely on for growth and profit or that they have to fix? Companies and investors looking to buy other companies always do financial due diligence. Those numbers

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25
Sep

Recruiting Interns: Your Secret Weapon

When recruiting interns, it’s easy to promote the role you’re offering by rolling out the common, cliche benefits of an internship: “It’s a great way to see how the real world works,” “You’ll make great connections,” “You’ll get some good experiences,” and more. While these benefits are accurate, managers often exclude one of the most important, if not the most

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16
Aug

No Drag in this Dragon Boat: One of Our Own Is at the Helm

Senior Consultant John McDermott is a member of the United States team competing in the 14th IDBF World Dragon Boat Racing Championships 2019, August 20-25, in Pattaya-Rayong, Thailand. The International Dragon Boat Federation sponsors the event every other year for its 74 member nations. From the stern, as helmsman McDermott steers one of the traditional, colorful vessels in the 2000-meter

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20
May

Can Professionals Learn to Sell?

The short answer is “Yes!” Selling is not magic. It’s a process that can be taught—and learned. One of our large, global law firm clients has been tracking the results of our small-group consultative sales training of their attorneys. We’ve trained about 50 attorneys in eight cities. The study is controlled for gender and experience. For the first full year,

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