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Cold Calling Without Fear
Cold calling techniques are ways to “open” and “qualify” a prospect who is not particularly familiar with the product or service being offered. Unlike a customer coming into a showroom, who is already at least somewhat familiar with the product or service he is seeking, a “cold prospect” may never have heard of the product or service, and even if he has, he may have no awareness of his own need or desire to buy it. When dealing with “cold prospects”, the salesperson needs...

Marketing Techniques that Cut Through Clutter
One of the greatest challenges an entrepreneur faces today is cutting through the clutter caused by too many marketing messages. Here's how to get your prospect's attention.
Rebuilding Through Social Enterpreneurship
On television in Bangladesh, I watched with great sadness the horrors Katrina unleashed on New Orleans and the Gulf Coast. I was so tempted to be there to participate in post-disaster activities, as we have so much experience with these kinds of disasters. But I knew my American friends did, too. Having studied at Vanderbilt and traveled extensively in the affected areas names of places and faces of people were so familiar. A friend of mine from Ecuador even sent me a picture taken in Biloxi 39 years back to remind ourselves that we were there!
Lesson #1: You Have To Spend Money to Make Money
Steinbrenner may be one of the most famous faces behind the New York Yankees, but that is only because he has made it his mission to bring on board the best possible people to support him.

Inflection Points Bring New Retail Strategies
Might your retail segment be facing an inflection point, and if so, are you really prepared for it? Almost every company faces ongoing changes of one type or another in its industry, and retail is no exception. An inflection point occurs when an industry or segment faces lasting changes so large and significant that it calls for companies to adapt with a new strategy or ability to compete, or face what becomes an irreversible decline and failure. Such an inflection point may bring even greater opportunity than before for organizations who do figure out how to take advantage of it.

Adrenal Fatigue: The 21st Century Stress Syndrome by James L Wilson
Every business person faces stress and fatigue. Every business owner and entrepreneur faces stress and especially in these tough economic times. So – maintaining our health can be a key to being able to continue giving our best to our business, ourselves, our families and our customers.
Key Management Insights - Making Your Decisions Count
Our decisions shape the way we lead our teams. And for managers, there are always the same dilemmas that anyone faces with opposing evidence to sway us. There's a way to get it right much more often...
Organizations and Dunbar’s Number: Two is Company, 151 is a Crowd!
How many people do you know? By that I mean how many people do you recognize by sight, know their name, and a little about their background? 40? 60 ? 100? 150? How many people do you think you can possibly know before you start forgetting names and faces? (If you are like me you will probably recognize more faces than remember the names) These are interesting questions, and the answers have important implications for how we organize ourselves in groups, teams, and society in general. Robin Dunbar, a British anthropologist was one of the first researchers to look into this phenomenon and he theorized in an article in 1992 that the average person could meaningfully interact with about 150 others. More than 150, Dunbar said, and we are not be able to remember who is who!

It's What I Do To Stay Ahead
Those of you who are familiar with Stephen Covey's work will be familiar with the expression "sharpen your saw" - it's reference to the fact that all of us need to stop and take time to re-charge, re-energize, learn and grow. That's exactly what this past week has been about for me!
How to Turn Prospects Into Paying Clients by Shifting Your Focus
You’re probably familiar with the acronym WIIFM (what’s in it for me). As a business owner it’s one of the most important acronyms for you to be familiar with. Because, although you undoubtedly created your business out of passion, your business is about more than your passion, it’s about what makes your core audience tick.
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