Embrace Risk: Our quest for survival

Man walking on ledge

Jump off a cliff, skydive without the parachute, place your life savings on single bet in Vegas: that’s how most people feel about risk. It’s scary and full of uncertainty. Part of the reason we think this way is that our brains are hardwired to survive — to keep us alive by making the right decisions. Sensing risk sets […]

Prospecting: Uncover and Develop New Business

Looking at sunshine through the blinds

Guest post by John Naples, Encore Consulting Group WHEN I FIRST STARTED in sales, one of the first skills I learned was how to uncover new selling opportunities. I was part of a sales organization that placed high value on cold calling, and expected the salesperson to master appointment setting both over the telephone and by […]

Effective Communication and How to Get What You Want From People

If you want something, sometimes the best approach is to ask for it. We ask customers to buy our products; we ask potential investors to put their trust – and money – into our ideas; we ask for salary increases and promotions; we raise complaints, etc. Some people just ask naturally but in many cases […]

Identifying and Removing Obstacles

We all face numerous obstacles at work, large and small. When you have a team, additional problems can surface based on employee dynamics and pressures related to task performance, training, understanding and motivation. As a business owner or manager, you want your team to be high performing, have high morale and be eager to participate. […]