Free Newsletter
I got pitch-slapped
Today’s consumers don’t want to be assaulted by canned sales pitches and one-way monologues. They are sick and tired of being on the receiving end of those types of conversations. They want to be invited into a two-way dialogue where they can be heard and understood. Unfortunately, many companies...
The magical Apple genie
Apple creates fanatically loyal customers as well as or better than any other large company in the world, and I’m one of their biggest fans. We can all learn from what Apple does right. The other day, I arrived a few minutes early for my appointment at the Apple store’s Genius Bar. After taking up...
Denver dudes get fashion forward
Praised by Esquire and GQ for its affordable high-end apparel and accessories, the 7,000-square-foot Denver location is the seventh in an American store opening spree that kicked off in 2011, and has settled stores in cities from Philadelphia to Dallas. Suitsupply was started in 2000 and has grown...
Best of CoBiz: Chef Laura on the power of gratitude
It didn’t matter if it was an Easy Bake Oven, a Benetton sweater or a $5 bill slipped into a birthday card from my grandfather – the rule was, you could not play with it, wear it or spend it until the thank you letter was written. You would think that a 10-year old would […]
B2B sales and marketing trends for 2014
In the rapidly evolving B2B arena, knowing the key trends can help you refine, adjust or enhance your strategy. For B2B sales and marketing professionals who want to improve their practice and results, one of the best things about the holidays is using some of those slower days to reflect on progr...
Why the highest paid make so much
There are a number of theories and concepts as to why. One concept attracted my attention: Winner take all: This theory contends that there are some people who are just really good at their jobs. As technology improves and markets get larger, the best workers know how to leverage those advances to...
Three secrets sales trainers don’t want you to know
Training is a tough business. The old saying, “Those who can, do – and those who can’t, teach,” makes an already challenging business something you can’t even be proud of doing. To protect their fragile egos, trainers have a secret language that makes them feel a bit more important. Sorry, fellow trainers…I’m breaking the code […]
Salespeople: Just do it!
In our personal lives, we know we should call our family more often, eat healthier, clean our office or home, or exercise a few days a week. But some of us don’t. In our professional lives, we know we should attend more networking events, follow-up with a few more customers, work on a sales prese...
Great fundraising strategies
Don’t panic! It’s a few weeks before your deadline and you’re falling short of the goal. Don’t start to rubber ball or promise the moon. Rather, review your notes and see if you’re missing something, perhaps not answering questions thoroughly. Canvass your team and look for other opportunities. If...
Are salespeople exempt from overtime?
“But I don’t have to pay overtime to my salespeople, right?” is a common question asked at Labor Brain presentations. Many employers assume that their salespeople are exempt from overtime. This assumption comes from the fact that the Fair Labor Standards Act (FLSA) contains two overtime exemptions for sales employees. However, not all sales employees […]
Festivals, fairs and fundraisers – Oh my!
It doesn’t matter if you own a small business or a big business, or how long you’ve been in business, sooner or later you’re going to be “hit up” to be a sponsor of…something. You know the drill. Perhaps it’s a school needing sponsors for a team; a non-profit organization putting on a gala fundrai...
The perfect pitch
Life is all about having ideas—and getting others to buy into them. Sales and marketing are things we do daily whether it’s getting little Charlene to eat her spinach, asking the boss for a raise, or convincing a Greek general that a large wooden horse will be just the thing to bring down Troy. Al...
