When people want to help you, it is natural for them to give you all sorts of advice. Occasionally it is helpful. How are you at providing suggestions? Advice is often misguided and often...

Vote on this LinkedIn Poll to see the results divided by age, seniority, and gender. Use Polls to leverage the collective wisdom of millions of business professionals on LinkedIn.

There is a famous quote by Henry Ford, "Whether you think you can or think you can't, you are right." Some people find it quite inspirational.I strongly agree with part of what he said. If you think...

Many people address everything else but themselves. In financial terms, people often -- especially in these hard economic times -- serve their creditors, and if there's something left, then it's...

You may see that as a leading question. Well, it is. It's not a question of if you are biased or not, it is how. Everyone has bias. It's how we make decisions. We all have favorites and things...

Sales leaders, how often do you coach your team on uncovering and handling client objections, concerns and doubts? It's a crucial part of having quality opportunities in our pipeline, yet many of us...

I've noticed that a lot of salespeople overcomplicate their selling environment by focusing on every possible to do of a particular sale. I have found that if instead I focus on the 1, 2 or 3...

Have you ever seen a hypnotist on stage who appears to gain control over volunteers from the audience? Some of those stage shows can seem pretty far-fetched. A subject hears a whistle...

I'm often amazed at how many senior execs (who are involved in the sales cycle) completely extract themselves from expertly applying their own company's sales process and skills. I see this so often...

What is the one thing that if you did today, would end up being the most important thing you do all month? This may seem like a high standard for determining what you should focus on each day....