As you head into the new year with hope and determination, maybe you should be exposed to Jim's wisdom, too.

For 25 years I have espoused the following statement: "The head is attached to the price; the heart is attached to the wallet. If you jerk on the heartstrings, the wallet comes popping out of the ...

Instead of a business plan with a spreadsheet containing five years of projected earnings, here's a way to create spectacular engagement and results.

Of all the business social media options, LinkedIn is the most valid, and the most valuable. But it is not the only.

A lot of annual sales meetings were cancelled last year, for a lot of reasons. That does not seem to be happening this year. executives have decided to put the incentive back into the selling process.

New Year's Day is always a big deal. It's a celebration of the new, of being grateful for -- or washing out -- the old. It's a day of celebration, of football, hangover recovery and a day of ...

In a recent survey conducted by a big benefits management company (a management and human resource consulting firm), they asked 365 CEOs and sales management executives, "What are the three key ...

You said if you can't build rapport, don't start. I deal with lawyers. What is your recommendation if a prospect just won't build rapport? -- Kevin

Here is a question I've received more than a hundred times in one form or another: How do I make a (better) name for myself?

For years, hotel bathrooms have been asking me to "Save the planet." There are hanging signs asking me to use my towels several times so that "millions of gallons of water" can be saved and the ...

If you're considering contact management software, consider what's new before you consider what's old.

One of the questions I always get is, "How can I create a greater sense of urgency in the buyer?"

I delivered two public seminars in the past two weeks, with a combined audience of more than 1,800 people. Salespeople.

The leader of a symphony orchestra knows how to play every instrument. He also knows how those instruments blend together to create a symphonic sound. The leader of a choir knows every note that ...

People who do the same thing all the time tend to loose their edge day-by-day.