Web Exclusives

October 30, 2014

Dealing with virtual sales rejection

Online of off-line, it still stings

By Liz Wendling

Social selling is the newest weapon in the sales world, and with good reason. It offers the greatest and most efficient opportunity to identify ideal clients and customers. It also offers something a little more unpleasant—virtual rejection. There is no surefire way to avoid it, but there is an immediate fix. Social selling can be tricky. There are no real rules other than the golden rule: Treat other people as we would wish to be treated ourselves. That means that you need to stop sending emails that are all about you! Stop focusing on yourself and start concentrating on your

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October 30, 2014

The futurist: Extreme graphene

Part I: The super materials gold rush is coming

By Thomas Frey

In 2004, scientists Andre Geim and Kostya Novoselov from the University of Manchester, used adhesive tape to lift a thin layer of carbon from a block of graphite, and placed it on a silicone wafer. Graphite is the stuff commonly found in pencil lead. As simple as this sounds, what these two scientists had created was a two-dimensional form of carbon known as graphene, and in 2010 they received the Nobel Prize in Physics for this discovery. But that’s only part of the story. What makes the discovery of graphene so important is all of its unusual properties. It is a pure form of

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October 29, 2014

Managing uncertainty with confidence

A leader's greatest challenge

By Kathleen Quinn Votaw

Recently, a friend gave me a gift that included this tantalizing quote from clergyman Robert Schuller: “What would you attempt to do if you knew you would not fail?” Definitely a question to spark the imagination. After rethinking every single aspect of my life, the question took me to leadership, because I believe that uncertainty is the biggest challenge facing leaders today. How do you charge into the future with the kind of drive and passion that motivates others to follow when you have no sense for what that future might hold? It’s one thing to lead with the

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October 29, 2014

Understanding sanctions on Russia

And how it could impact your business

By J. Triplett Mackintosh

In September, the U.S. Treasury Department, acting under the authority granted by President Obama's Executive Order 13662, materially escalated sanctions against Russia, imposing a broad-based package of restrictions on Russian entities operating within Russia’s defense and related materiel sector. According to its press release, the U.S. Department of the Treasury extended targeted financial sanctions to Russia’s largest bank, deepened existing sanctions on Russian financial institutions, expanded sanctions in Russia’s energy sector, and increased the

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October 28, 2014

Tricks for tracking trends

How to spot the next new thing

By Tim Dodge

There’s a saying on Wall Street: “The trend is your friend until it ends.” At its most basic level, this piece of advice says that we should run with the herd because bucking the trend is potentially risky and costly. However, it also tells us to be on the lookout for events that may change the herd’s direction. As a business owner, I am particularly sensitive to trends. The restaurant industry is as competitive as any, and the Denver market is particularly so. Thanks to homegrown successes like Chipotle, Qdoba, Noodles & Co. and Smashburger, as well as

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October 28, 2014

Don’t let the home of your dreams…

...become a living nightmare

By David Jackson

Home ownership is an exciting part of any person’s life.  It’s where families are raised, holidays are celebrated, meals are shared and a great deal of time – and pride – is invested. Because of all the emotions and memories that are tied-to a person’s home, many decide to have a custom home of their own built, or have major renovations done to an existing house, so that they can live in a home that features their own designs and ideas.  It becomes the best way to create their personal abode. If you’re beginning to seriously consider having a

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October 27, 2014

How to be a Challenger Seller

...even if it's not your nature

By Julie Hansen

I’m a fan of The Challenger Sale – despite the fact that the book came out the same year as mine (2011) and promptly soared past me.  If you’re not familiar with the book or the premise, authors Matt Dixon and Brent Adamson identified five types of sellers:  The Relationship-Builder, The Hard Worker, The Lone Wolf, The Reactive Problem Solver and, of course, The Challenger. I’m not giving anything away when I tell you that they believe Challengers to be uniquely poised for success in today’s marketplace. Why?  Because Challengers enter each

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