Author Archive

Brno Days in New York, October 1-2, 2012

The City of Brno – second largest city of the Czech Republic has the pleasure of inviting you to its presentation in New York. Day 1 will introduce the exceptional cultural and architectural genius loci of Brno. It will be dedicated to famous UNESCO listed functionalist Villa Tugendhat. Day 2 will introduce the business, research and development potential of the city with a conference “Brno – Knowledge Economy City“. Please come and allow us to introduce the City of Brno as your partner in Central Europe.

More on Brno Days in New York, October 1-2, 2012

How to Have a Blog Party

By: Dawn Fotopulos

Melea Seward, a good friend and social media guru, said something that really made me stop dead in my tracks.

She said “everyone is so worried about getting a million followers on Twitter, what about the people that are right around them? They get ignored.”

Melea’s right. It was an OMG moment.

More on How to Have a Blog Party

The Return of Interviewing

By: William E. Miller

As the economy slowly recovers, companies are beginning to hire again.  Unemployment is still high and many job applicants have been unemployed for many months. Since companies have not had robust hiring initiatives, their internal hiring skills may be a little “rusty” – not to mention new managers who may have not had thorough training or experience in hiring.  In this kind of environment, there’s plenty of opportunity for error and costly hiring mistakes.

More on The Return of Interviewing

The Art of the Soft Sell

By: Adrian Miller

When you come across the phrase the art of the soft sell, you might focus your attention on the word “soft.”  You might not even do this consciously; many salespeople don’t.

And based on this unconscious focusing, you may lead yourself to believe that the difference between conventional selling and “soft” selling is…well, that you just do the lattersofter.

More on The Art of the Soft Sell

Go “Undercover” to See What Your Prospects See

By: Gil Effron

CBS runs a series called Undercover Boss. While a little too melodramatic for my tastes, the moral of the story is germane for every business owner and for everyone responsible for sales and marketing.

In case you haven’t seen Undercover Boss, the premise is that a boss, CEO, or president of a business goes undercover to work alongside his employees. He sees what they see… and experiences first hand what it’s like to work in the trenches.

More on Go “Undercover” to See What Your Prospects See

In Tough Times, Brooklyn Company and Community Group Find Ways to Help Each Other

By: Will Rico

Brooklyn Community Services (BCS) awarded its 2010 “Partner in Industry Award” to Tanner Bolt & Nut Corp, a local Brooklyn business.

BCS recognized Tanner for its onsite job training of adults with disabilities. In 2010, Tanner worked with Brooklyn Unlimited to setup a “workstation” (training site) within its 25,000 sq. ft. warehouse in Brooklyn. 14 adults with disabilities have since trained and worked at Tanner’s workstation where they assembled nuts and bolts, packed shipments, and helped with other warehouse tasks. More than half have gone on to successful job placements.

More on In Tough Times, Brooklyn Company and Community Group Find Ways to Help Each Other

Can I Pick Your Brain?

By: Adrian Miller

If you’re a respected member of a business or social network, you’ve inevitably been posed the question, “Can I pick your brain?” Besides just the ugly visual, there is something very selfish about this common request; particularly in a networking setting.

More on Can I Pick Your Brain?

Fear Sells

By: Gil Effron

There was a time when the world of advertising cared only about the “features” a product had. It came in four colors, three sizes, and two shapes. That was really all that was ever needed to say.

Then some high-powered Madison Avenue advertising executive discovered the importance of translating features into “benefits.” Because it came in four colors, you could color-coordinate with everything in your wardrobe. Because it came in three sizes, one would be ideal for every kitchen counter top. Well, you get the picture.

More on Fear Sells

Ask For Action, Not Permission

By: Art Sobczak

An article that originally appeared in the New York Times on October 15, 1997, titled “In War Against No-Shows, Restaurants Get Tougher,” by William Grimes is especially relevant for us as salespeople. Here is an excerpt:

Gordon Sinclair, the owner of Gordon restaurant in Chicago, had an epiphany about 10 years ago when he began adding up the cost of no-shows and found that the grand total was $900,000 a year, a figure that got him thinking, fast.

More on Ask For Action, Not Permission

Networking Like it’s Your Party

By: Alice Kemper

We all do it. We all go to a variety of networking functions: mixers, meetings, seminars, conferences. Just showing up certainly doesn’t guarantee getting connected or meeting people who are your buyers or can get you closer to your decision maker. Just showing up certainly doesn’t guarantee that you will increase your sales. And how often do you end up talking to the first person you encounter and never have a chance meet anyone else? That certainly doesn’t help you achieve filling the pipeline to grow your business.

More on Networking Like it’s Your Party