Influence is described as "the capacity to have an effect on the character, development, or behavior of someone or something." However as subtle as some forms of influence might seem as they appear in ...

Legendary engineer and management consultant W. Edwards Deming once said, “A bad system will beat a good person every time.” This truism can easily be applied to the world of sales. Even the best rep ...

The importance of proper preparation in selling your business. In today’s constantly evolving business world, entrepreneurs ...

In some ways, the sales process for small clients looks very similar to the sales process for larger corporations. Personalized introductions and connections are incredibly important, as well as ...

The days of simply providing a product or service to satisfy the needs and wants of the prospect are fading. Many sales organizations find themselves operating on a whole new landscape of fierce ...

Forbes contributors publish independent expert analyses and insights. I help B2B companies take their sales to the next level. This article is more than 5 years old. Many startup founders and small ...

After putting a lot of time, effort, and sweat equity into growing your business, you’re looking to sell. I’ve been involved in a variety of different companies that have sold and it’s not as easy as ...