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Are you great at attracting, motivating and keeping employees? Your most important skill is your ability to consistently hire and retain quality employees.

Salespeople spend way too much time making meaningless, agenda-free sales calls on people who can’t buy – and whose purchase wouldn’t move the needle if they could. In short, they spend too little of their time calling on their Freds.

That small screen. You know, the one that you wake up and check first thing in the morning and shut down when your eyes feel like they are about to bleed right before you fall asleep at night. Although it’s hard to believe, the fully interactive mobile phone has...

Standing in front of a classroom of students — watching the note scribbling, yawns, and occasional spark of passion — can feel a million miles away from the business world.

You may have heard the rumor that search engine optimization is dead. Google and the other search engines have made the quest to rank on the front page meaningless. Well, don’t believe it. I’m here to tell you that SEO is alive and well, and should be an important part of your business marketing.

There are many pitfalls to making a cold call to network – and there’s also a clear path to success. Let’s look at how to do it right.

The number one measure of a saleperson’s effectiveness (or a sales force’s effectiveness) is year-over-year profit dollar gain. This is the result you should be seeking for your team and business.

Too often we ignore changes that will have a great impact on our businesses and our customers. But if you ignore what’s happening on your own radar screen, it may come back to haunt you.

In the balancing act of developing a business, the feast or famine cycle and other signs may indicate it is time to take the leap and add sales staff.

While selling itself may not be simpler now, most companies’ decision-making processes are. The key is finding who the decision-makers are.

Being a skilled negotiator is an important key to achieving company and personal goals. The business owner who can negotiate effectively is more likely to have a business that can thrive.

Certain body postures will not only make you look more confident but also help you be more confident. World-class athletes, musicians and other performers maximize their confidence before they begin their competition or performance. Do you?

Referrals are wonderful and a great way to build your business. Ask for them the right way, give them the right way, and handle them the right way – and you will get them for years to come.

Evaluations are a great tool for improvement, but too many of the evaluations don’t cover the important areas that salespeople should be evaluated on. Worse, they can be too complicated. Here’s a simple four-point evaluation that can work for any salesperson in any industry.

Preparing and using a pre-routine will create much greater success and joy in all of the most important situations you have in your life. What’s your pre-routine for your most important situations?

Because buyers are now so well-informed when making purchase decisions, they no longer have use for being “sold to” in the traditional sense. Organizations will accomplish more by allowing customers the space to make their own assessments and providing the resources they need to make an educated decision.

By following these five steps, your sales force will win more new business, and that new business will likely be of better quality than you’re getting now.

Eight of the world’s 15 fastest growing economies are in Africa. Many of these countries have made commitments to broad market-based reforms, according to the U.S. Department of Commerce. This has, in turn, attracted the attention of businesses from around the world, including China, Europe and, increasingly, the United States.

Comfortable customers buy; one of the most uncomfortable moments for a customer is when a new salesperson takes over their account. Here are five ways to take the discomfort out, and keep their business intact.