It’s tough for learned economists, much less the average HR manager, to get a good fix on how just strong the current economic recovery is, but here’s … Read more
Yes, Teams Still Matter in the Era of “A” Players
Have you heard the latest human resources guru tell you how you’re going to regret everything unless you hire and keep your “A” players at your company? … Read more
Jeff on Call: The Fee-agreement Signer Left
Q: Your Fee Collection Guide always comes in handy! I recently collected full fee on a sticky situation I’d been dealing with late last year. My fee … Read more
How to Read an Industry Publication
Odd title for an article, huh? You may be wondering, “How exactly does this tie into sales and more specifically, selling IT professional services?†… Read more
Strategic, Tactical Sales Planning for the New Year
How do you plan for the new year? How do you intend to identify new accounts and decide what market segments to pursue? How do you develop your strategy … Read more
Four Obstacles To Closing
How to identify and remove the four reasons why closing is difficult There are several reasons why the end game of selling is stressful and difficult. … Read more