Incentivizing with opportunities

Alec Baldwin’s legendary monologue in the movie Glengarry Glen Ross is concluded with the following sentences, “These are the new leads. These are the Glengarry leads. And to you, they’re gold. And you don’t get them. Because to give them to you is just throwing them away. They’re for closers.” This oft-quoted monologue may or […]


Identify, isolate, eliminate

When a process breaks down, there are many different approaches to finding the cause and repairing it. But if diagnostic efforts could be distilled into three words, they might be: Identify, Isolate, and Eliminate. This approach is a good guide regardless of if you are fixing a pinball machine, treating a patient, or trying to […]


Demonstrating compliance

In recent years, an increasing number of regulations have been put in place prevent businesses from operating in bad faith. Whether or not you agree with the efficacy of these regulations, they have become part of what it means to do business. This is especially true if you do business in an industry where a […]


Turning prospects into customers

Being sensitive to the needs of your prospects is the way to turn them into customers. It’s always important when talking about prospects or leads to remember that they are not the same thing as customers. Everyone knows that providing quality customer service is a critical component to the success of every business. Customer service […]



The benefits of sales scripts

Consistency of sales messaging is important. In today’s regulatory climate, it is often critical. Helping make sure that employees are saying things that represent your brand well and remaining compliant with current regulations isn’t always easy, but there are tools out there that can help. From a compliance perspective, ensuring that employees are using approved […]