Almost every large sales organization has motivational sales meetings, company picnics, awards, recognition, company songs, sales slogans, and annual conventions. Do these things work, and why?

At the beginning of any selling career, there are opinions by people who don

Cold calling to set up appointments and sell is one of the hardest and most aggravating ways to make a living, if you do it the way most people teach. I

This quote has been attributed to the great Ralph Waldo Emerson. Actually, he said something different, and the quote was cobbled together by a smart advertising man, decades after Emerson lived. But small business owners can learn a lot from this quote. For example…

Most small business owners, when they think of marketing, think

Cold calling can be done in person or on the phone. Most salespeople avoid it like the plague. But it has benefits, and there is a method to the madness.