Here's the kind of training you really need
[Aug. 16, 2006] Salespeople often make the fatal mistake of investing in more “sales” training. Why? If you’re going to take a week of training, and you already have sales fundamentals at your control, and you’re a regular reader of sales books, it’s time for you to jump the fence and convert from selling skills to buying motives and customer understanding. By Jeffrey Gitomer [In Columns]

Have You Created an Impossible Business?
[Jan. 6, 2006] It's easy to think that any business can be successful if you work hard enough, but there are many situations where this just isn't so. Consultants, coaches, and other service professionals often start a business believing that all they need to do is charge a "reasonable" fee and sell "enough" of their time. But unless you do the math to prove or disprove your assumptions, you may be creating a business that can never succeed. Here's what can happen: By C.J. Hayden, MCC [In Columns]

Your presentation may lack power and a point
[Jun. 21, 2005] In a hotel lobby, I passed a seller and a buyer involved in a sales presentation. The seller was engrossed in “making the sale.” He was intensely looking at his laptop computer as he methodically clicked through his PowerPoint presentation. By Jeffrey Gitomer [In Columns]

Will Seminars Get You Clients?
[Mar. 3, 2005] I often suggest public speaking as a powerful way to show prospective clients what you can do. Many professionals and consultants have built successful practices by giving free presentations to associations, businesses, and educational institutions. But what about producing your own seminar, where you arrange the logistics and invite the guests? Does this work as a strategy for landing clients? By C.J. Hayden, MCC [In Columns]

Business Works
[Jan. 11, 2005] "Do you wish to rise? Begin by descending. You plan a tower that will pierce the clouds? Lay first the foundation of humility."

Saint Augustine was quoted as saying that during his lifetime. The quote, which was true when he uttered it around the year 420, is still true today in 2004. Entertainers often dream of growing their business in terms of revenue, volume, or quality on a regular basis. The aspirations of true success always seem to be just "too far" to grasp and therefore they feel relegated to mediocrity and even may feel it is their destiny. But, it doesn't have to be that way. By Kyle McPeck [In Marketing]