How to Understand Customer Needs
If you don't ask the right questions, you won't get the best answers--and you can't position your solution properly. Read more
Sales
Recent Sales Articles
7 Things Customers Want Most From You
It's not just about your product or service. Customers want you to be the type of person they can trust to get the job done. Read more
How to Find the Best Employees
A lot of qualified candidates are looking for jobs these days. Here's how to quickly weed out those who don't--and won't--fit what you need. Read more
Top 3 Ways to Waste Marketing Dollars
It's easy to burn through a budget with these big-ticket items. There's a better way to spend your cash. Read more
Get Smarter: Ask This One Question
If you want your team to learn from experience, I encourage you to add this simple question to your conversations. Read more
Become a Master Networker: 5 Quick Tips 
Networking advice from Dave Kerpen, CEO of Likeable Media, and Scott Gerber, founder of the Young Entrepreneur Council. Watch video
How to Fix Your Sales Message
Don't force your customers to do mental gymnastics to understand where you fit into their business. Read more
9 Secrets of Highly Successful Hiring
I've hired hundreds of people, and fired a few too. Here are the best recruiting insights I've gleaned the hard way. Read more
3 Smarter Ways to Raise Prices
An increase in price, if done correctly, can actually make your current customers feel more appreciated. Read more
3 Rules for Hiring an Independent Contractor
Avoid getting burned by an independent contractor by building these contingencies into your contract. Read more
5 Ways to Close a Deal
Everybody who sells should be able to master these five classic ways to ask for the business. Read more
Negotiating Trick: Don't Focus on Price
There is one line no salesperson ever wants to hear from a buyer. Make sure you're in the clear. Read more
Cold-Calling Trick: 16 Ways to Start a Conversation
The most effective way to open a conversation is to connect your call to one of these "trigger events." Here's how. Read more
Don't Hire More Entrepreneurs. Do This Instead
Want a more "entrepreneurial" culture? Try using these three smart workplace tactics. Read more
Survey Says: Workplace Culture Matters to Employees
But Deloitte reports a disparity between how leaders and employees view their workplace culture. Read more
Team-Building Activities Are Worth It (Really)
A month ago, I paid to take my staff on a team-building scavenger hunt. Here's why it was definitely worth it. Read more
10 Dumb Sales Tactics to Avoid
These big mistakes seem to be shockingly common. Make sure you're not guilty of any of them. Read more
5 Power Questions for Your Sales Team
Smart questions bring in good answers. If you want to know what's really going on at your company, make sure you're asking the right ones. Read more
Smarter Way to Sell
It's time to retire the "Always Be Closing" slogan. Here's a better alternative. Read more
Can't vs. Won't: Know the Difference
How often do you find yourself saying you can't do something? The words you choose can determine your success. Read more
Best Sales Advice From a Martial-Arts Master, Navy SEAL & More
My mentors have included an ex-Navy SEAL, a martial-arts master, and the top closer in the advertising industry. Here's what they taught me. Read more
How to Sell Against a Competitor
You never want to badmouth your rivals. But there are other ways to highlight your strengths. Read more
How High-Tech Is Changing Retail
The difference between the winners and losers in retail increasingly comes down to one factor: tech savvy. Read more
When Dealmaking, Maintain the Upper Hand
Here's negotiating advice from serial entrepreneur and investor David Rose, and Scott Gerber, founder of the Young Entrepreneur Council. Watch video
Hate Networking? 3 Ways to Get Over It
Here's how to make networking work for you--and your business. Read more
Success Secret: Change Your Internal Dialogue
Don't talk yourself out of success. Improving the words you use to describe your own experience can make your future brighter. Read more
5 Common Words That Create Failure
Your level of success is predetermined by the words you use every day. Avoid these five "failure" words. Read more
5 Ways to Become an Invaluable Business Partner
Building strong business relationships is vital to the success of your business. Here's how to become the person your customers or partners can't do without. Read more
5 Most Common Marketing Mistakes
Effective marketing means stepping back, doing your homework, and (usually) starting over from scratch. Read more
Build Trust: 6 Foolproof Steps to Train Employees
Want to trust your employees to do the job right? Train them like you would teach them to drive. Read more
Know Exactly What Your Customers Are Thinking
The key to tapping into your customers' thoughts is to listen--really listen--to what they have to say. Only then can you sell effectively. Read more
Motivate Yourself in 30 Seconds
It's easy to motivate yourself when you ask your mind (and heart) the right questions. Read more
10 Smart Rules for Giving Negative Feedback
Here's how to handle employees when a kick in the rear is more appropriate than a pat on the back. Read more
12 Things Customers Care About
There are several key factors that can cause a customer to sign on the dotted line. Make sure your offering is tied to one or more. Read more
3 Ways to Win the RFP Rat Race
If your sales force is spending a lot of time on RFPs, but not bringing in a lot of new business, then you might need to consider new investments in your bus... Read more
