• The Ask

    Customers seldom object to questions from sales professionals. They do object to premature solutions from salespeople who jump from information gathering to selling too quickly. Sometimes in a sales call, you ask a question, and then the minute it leaves your mouth, you wish you could take it back. The buyer leans away from you […]

    Linda Bishop October 19, 2017
  • Web Works

    Today, the relationship between a brand and a consumer has gone from transactional to relational. In that era of marketing before computers were personal and jeans were designer, there was a one-way relationship between brands and consumers. The consumer saw an advertisement on TV, in the newspaper, on a billboard or heard it on the […]

    Ray Glier October 10, 2017
  • Anticipation

    “Wisdom consists of the anticipation of consequences.” -Norman Cousins In the early part of 2008, Anheuser-Busch announced the addition of a new beer – Bud Light Lime – into its brewing portfolio. The launch, backed by a $35 million ad campaign, was aimed at going after a new business sect, including consumers who attended occasions like backyard barbecues. […]

    Michael J. Pallerino September 22, 2017
  • Reinventing the Salesperson

    As a kid, Shari Levitin loved playing games at the dinner table with her family. Risk. Monopoly. It didn’t matter; the opportunity to beat everyone else was the real appeal. “I’d come in the room with a game and my mother would ask what the object of the game was, and I’d say, ‘The object […]

    Jamar Laster September 8, 2017
  • Scaling new heights

    Every sales professional knows it is challenging to find new clients. That’s why we want to keep our current customers and build strong relationships with them. Relationship building begins when you sell the first job and officially become a vendor. By working hard, performing well and showing customers you value their business, you can rise up […]

    Linda Bishop August 29, 2017
  • Matchmaker

    It’s a relationship that Bill Schiemann thinks about a lot. After giving a speech at a human resources-related function, he was introduced to a couple of executives who were taken by his presentation. A little while down the road, they called him to pick his brain about an issue they were dealing with. Never shy […]

    Michael J. Pallerino August 14, 2017
  • A New Landscape

    It was 2006. At that point, Linda Bishop says the economy was doing pretty well. But on the heels of a major recession and 10-plus years of getting back on track, every aspect of the business landscape has changed. Bishop, the president of Thought Transformation, has a unique view from where she sits. As she […]

    Alyssa Ruane August 1, 2017
  • The Human Effect

    Take a page from the Chipotle book of doing business. That’s what Deb Calvert says B2B marketers and sellers should do to enact campaigns that deliver a human-based approach, instead of the consumer-based methods of the past. Calvert, author of “DISCOVER Questions® Get You Connected” and founder of People First Productivity Solutions, says businesses like […]

    Jamar Laster July 18, 2017
  • The Big Reveal

    There are teachers who get it. They see the robots coming. They see the ones already here. Teachers see the same statistic you do: By 2025, one-third of today’s jobs will be replaced by machines, according to research by Gartner. Lowe’s, the home fix-it store, is using LoweBot in San Francisco area locations to guide […]

    Ray Glier July 11, 2017