Cold Calls — Effective Sales Tool or a Waste of Time? In the technologically advanced business world of the 21st […]

Dealing with Difficult People One of the Collaborative principals is an adjunct professor at a local university teaching a course

Managing Salespeople — and keeping sales coming — through turbulent times When the economy is rocky — like now —

Understanding the Mind of the Buyer: Using the First Secret of Human Behavior to Sell More Effectively In a difficult

Secret Number Four: “Don’t Assume the Prospect Knows What You Mean” We observe many firms we work with, whether small

Most people would probably consider themselves to be active listeners. We think because we have a general idea of what

As people all over the country read my book, “Understanding Other People: The Five Secrets to Human Behavior,” the feedback

Frequently in my consulting and coaching work I use a behavioral tool called DISC (Dominance, Influencing, Steadiness and Compliance), which

You can’t change other people. Most of us know this instinctively, yet we often can’t help but try to change

As a certified behavioral analyst, I work a lot with the DISC tool (Dominance, Influencing, Steadiness and Compliance) to help