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Jack Burke explains why and how businesses need to plan to succeed....

Mavens speak eloquently behind the lectern on the importance of “building rapport” with prospects and customers. ...

Outsourcing processing tasks provides managers with the time to manage the talent and employees with the time to focus on their real jobs. ...

From media to automobiles to insurance, time is a sales professional’s most critical resource. Time is your “inventory.” Once you use the time, it is gone and there is no time left for selling. How...

In the 1800s, Vilfredo Pareto, a businessman and mathematician, developed the 80/20 rule. He noted that 80 percent of Italy’s income went to 20 percent of the population. In the mid-1930s, business experts...

I've long been a vocal and adamant proponent of the relationship factor as the cornerstone of all business. As they say in Dynamics of Selling, the relationship card trumps the price,...

"Put him to bed and let him cry himself to sleep." Those were the ominous words my mother heard from the doctor after realizing she had created an expectation monster with yours truly. It started innocently enough. When she brought me home from the...

A QUESTION I commonly pose to workshop audiences is, “What’s your brand?” Answers vary. Attendees may name an agency, company or spokesperson (live or animated). I rarely receive the answer I’m seeking. I keep hoping an entire...

I have a new standard for personalized customer service. Orville, my trash collector, has set it! I was checking on a friend’s house while he was out of town for several months. When I entered his garage, it became apparent he had forgotten to...

Most businesses are regularly barraged by sales "pitches." The telephone brings automated telemarketing calls as well as real people reading scripts. The postal carrier delivers pounds of paper citing numerous reasons for consumers and businesses to...