Skip to main content
Gerry Weinberg & Associates, Inc. | Southfield, Michigan


Jim knew his product information and enjoyed prospects who asked a lot of questions. In fact, he thought, the more questions they ask, the better. An in-depth answer for every question.

“Excuse me,” a male voice asked from behind him.

Jim turned to find Mike Swaing, a prospect who had been in for five visits and had not yet bought anything.

“Hey, Mike, good to see you again,” said Jim, offering his hand for a firm handshake. “What questions do you need answered…I’ve got the rest of the day for you.”

Stress reactions have also been shown to be beneficial in business situations — in small doses. A recent study even states that short periods of stress can increase a person’s cognitive functions, resulting in brain power improvements. As long as we’re able to channel stress to solve problems, the body’s stress reactions can help us focus, get more done, and think more clearly.

Competition has definitely been attributed as one of the primary reasons American business has been so successful. No surprise then, the American workplace is also competitive as well. Unfortunately, a side effect of competition is the nature of office politics, particularly when competition is not just based on performance. When networking, familiarity, friendships, and relationships have an influence in competitiveness for better-paying roles, then politics can trigger some negative reactions as people jockey to out-maneuver each other for a promotion or better pay.

Some career paths thrive on competition and office politics. However, team projects and teamwork are not areas where this is productive. After all, the whole point of being on a team is to function as a team, not as competing individuals. That said, politics are pervasive, and can appear at every level of employment. Thus it’s management’s responsibility to keep a cap on this potentially negative element, especially when teams are charged with important work that needs to get done.

Reaching out to customers via mobile messaging has proven to be an effective strategy to grow both revenues and customer loyalty. If your business doesn’t run a mobile messaging campaign, then may be time to start.

If you don’t start your sales calls with the end in mind, you should not be surprised when it doesn’t end up where you hoped. For example, at the end of a good presentation, your prospect leaves you with a Think-It-Over. After all, you can’t blame a prospect for doing something that you failed to emphasize is unacceptable. If you want to control what happens at the end of a sales call, focus on the beginning.

Bringing a rough prototype to a group is hard for some leaders. Many leaders like to refine their ideas so when they emerge, they’re almost in concrete. Great leaders have learned to present their ideas, their concepts or their visions before they’re fully cooked. That enables everyone to get involved, and the weight of implementation or persuasion doesn’t fall only on the shoulders of the leader.

Jane was struggling. Most of her deals weren’t moving forward, and her quarterly income target seemed well out of reach.

Jane’s manager Mario sent an email asking her to identify her top three qualified prospects; he also asked Jane to be ready to discuss each prospect with him. For her session with Mario, Jane brought in information on three companies with whom she had scheduled upcoming meetings: Acme, Betterway, and Century.

A successful sales year relies on good planning and smart strategy. Any plan for success requires that you create goals for yourself and your sales team. But no amount of planning or strategy sessions are effective if the goals are unrealistic and can't be met. Setting and achieving realistic goals are critical to meeting sales quotas or any other benchmarks of success.

The business world is not immune to change. Companies grow, and they shrink in size. They expand their market reach, sometimes, and contract it at other times. They introduce new products and services and discontinue products and services. And, they change the ways in which they create, promote, price, and deliver their products and services.

As organizations grow, they realize that there are numerous different ways to define success. A new business, for example, will be immensely satisfied the first year the operation returns a profit. On the other hand, a more established company may expect to see a specified rate of growth year over year. Defining what success means to you and establishing goals based upon these criteria can be an important step in monitoring your business’s development and making productive decisions based on the criteria that matter the most to you.