Why Are You Neglecting Your Customer Relationships?

Why Are You Neglecting Your Customer Relationships?

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” That’s what a client recently asked me, and I was baffled by his revelation. How can smart, experienced sales reps let...
It’s Exciting to Manage a Multi-Generational Workforce

It’s Exciting to Manage a Multi-Generational Workforce

Why entitlement may actually be a good thing Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was...