Work ethic is about a set of ideas, beliefs, and patterns of behaviors. Before you can look for work ethic synergies and possible conflicts from a job applicant you must first define your organization’s corporate culture. You know the drill. You are in recruiting mode and looking Read More

  While cold calling might not be one of the most productive ways to generate sales leads, cold e-mailing isn’t. Judging from my Gmail inbox it is certainly on the rise and it’s time to take notice.  I know many sales professionals that live and die by the e-mail Read More

In almost every B2B sales organization, the number one source of new business is referrals. Typically the referrals are unsolicited – meaning that our clients or networking partners come across an opportunity and the send it our way. These referrals often have a much shorter Read More