Do you really know what your salespeople are up to? How closely are you following these key individuals as they navigate through the trenches to find prospects and close deals?

Oftentimes, managers and executive staff become quite detached from what is really happening on the frontlines of their business. Management’s view of a company is typically very different than those of the salespeople, and that disconnect can ultimately be quite detrimental to the overall success of a company.

Sales te… Continue

The ability to nurture is essential for any new parent, just as it is for every sales professional. Both parenting and selling require a high level of patience, dedication, and understanding. Certainly, not everyone has these qualities. However, if you do, the rewards of both jobs can be unbeatable.

As with having a baby, working with a new client can take you on a long and winding road that may occasionally have some bumps. But, as you navigate through the stages listed below, you realize that… Continue

We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the romance quickly ended when you tried to close the deal. They fell off your grid, wouldn’t take your calls, and basically disappeared without even an explanation. Hmmmm! And, you thought they loved you?

Yes, it sounds more like a one-night stand than a sales pres… Continue

No, this isn’t another article about observing your management team. It’s about what you can learn from the “Boss” Bruce Springsteen. Yep, that’s right. There are a handful of extremely helpful takeaways that all of us business people can learn from this veteran rock and roller.

Connect with Your Audience in a BIG Way
A Bruce Springsteen concert is never a quiet, low-key show. He works the crowd and plays his band like an orchestra. You can’t help but feel as if he’s singing straight to you, ev… Continue

Having an online presence isn't enough — customers and closings must follow

Like consumers in almost every industry, homebuyers often use the Internet to shop. According to some estimates, more than 80 percent of all new homebuyers begin their search online. In addition, industry statistics and surveys show that Internet leads are the best and least expensive source for new clients. Builders and Realtors should not only understand how to create a Web presence but also how to maximize tha… Continue