News & Tips
Your Sick Policy Could Make the Corona Outbreak Worse. Here’s What It Should Look Like
By not giving your employees the sick days they need, you're part of the problem. "I can't use more than three 'unscheduled absences' in six months, or it's a disciplinary ding. I used up my unscheduled days on sick kids, so when I got sick, I had to wear a mask and come in anyway. I ended up...
Six Questions Sales Leaders Must Ask Themselves
We are only two months or so into the new year…and new decade. Sales leaders everywhere are universally optimistic. Should they be? Is your optimism justified? Fast forward 12 months. What's different? Will you have achieved your sales objectives? The research is clear, an overwhelming majority of...
Understanding What Really Matters to Help Make a Small Business Successful. Eight Guiding Principles
Growing up in a marketing agency working for clients, I added exactly how a business makes money to my knowledge base. I leaned in to really learn how to sell something for above market value, to comprehend product or service gross margin, what business expenses you easily see and those which are...
Managing Remote Workers: It Takes More Than the Latest Apps
Nicolas Vandenberghe’s company has 42 staffers scattered among 36 cities in 15 countries. As technology makes it possible for people to be in constant touch while working remotely, businesses like Chili Piper are becoming the norm. “We have Zoom, Slack, and a myriad of other collaborative tools —...
Losing a Great Employee? Here’s Your Best Chance at Retaining Them (And Understanding Why They’re Leaving)
Exceptional leaders depend on great teams, and great teams are full of great people, which is why it’s so painful when one of your strong contributors decides to leave. This can be demoralizing and made worse if their departure catches you unprepared. Is it possible to change their minds? Maybe....
Why Your Business Needs a Great Employee Training Program – and How to Implement One
Investing in employee training can lead to a high-performing team, a boost in company morale and a lower turnover rate. Here's how to get started. In today’s job market, most businesses are choosing between hiring for culture and hiring for skill. And culture seems to be winning. It makes sense....
4 Warning Signs of a Business That’s Destined to Fail
According to the Bureau of Labor Statistics, roughly 20% of small businesses fail within their first year. This can actually be quite an encouraging statistic though—after all, it means that the majority of businesses make it past that tough first year. But as time goes on, the chances for...
Consultative Selling Techniques: 6 Ways to Earn Trust and Sell More
A consultative selling approach is key to running a well-oiled sales team. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. What Is Consultative Selling? Rather than telling your prospects what they...
Why Constant Feedback Beats Annual Performance Reviews
I can remember my first job like it was yesterday (and not more than 25 years ago). They gave me an assignment that they said would take 3 months. I finished it in 2 weeks. What’s next? Every assignment they gave me took far less time than they estimated and soon I became a key part of the team I...