Secrets To Building Your Team of Seller-Doers

By Dean Hyers | September 9, 2015 | 4 Comments

Too many business professionals try to “hide out” inside their firms, hoping to make it through their careers as doers who won’t sell. This hurts them just as much as it hurts their firm. We have some thoughts about how to turn that around.

Do's and Don'ts in Competitive Sales Presentations

By Dean Hyers | July 23, 2015 | 16 Comments

Dean Hyers shares the do’s and don’ts of competitive sales presentations after viewing four presentation teams compete for an architecture project with the State Designer Selection Board.

Always Be Closing! Why "Think About It" is a Sales Cop-Out

By Dean Hyers | July 9, 2015 | 3 Comments

Despite the vulgar language in this NSFW scene from Glengarry Glen Ross, the ABCs of selling (Always Be Closing) are as much about helping your client as they are about financial rewards. These 7 tips make your ABCs easier to do.

When to Ask and When To Tell in a Sales Presentation

By Dean Hyers | June 17, 2015 | 8 Comments

There’s more than one way to win over a prospect and it’s sometimes it’s hard to know which strategy to take. Sometimes we need to be the challenger, and other times we need to be the relationship-developer. Here’s the distinction, as we see it.

How Leaders Use Story — A TEDx Talk

By Pete Machalek | May 27, 2015 | 16 Comments

The backstory behind my TEDx Talk.

BUSINESS DEVELOPMENT SKILLS: How to Become a Trusted Advisor

By Pete Machalek | May 12, 2015 | 5 Comments

Every professional who has sales or business development responsibilities wants to be seen as a trusted advisor. Here is our advice on how to achieve that.

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