Three Causes of Unethical Behavior at Work

By Jeff Beals I remember sitting through a discussion session about a year ago at a real estate conference.  I presented earlier in the day and then stuck around to participate in the rest of the program. The topic of business ethics came up and attendees all agreed...

How Good Sales Professionals Become Great Ones

By Jeff Beals The legendary John D. Rockefeller famously said, “Don’t be afraid to give up the good to go for the great.” The struggle to move from good to great has captured the imagination of ambitious people for centuries if not millennia. And it’s not just...

5 Ways to Develop Trust with Your Clients

By Jeff Beals Here are a couple indisputable truths about today’s business environment: Sales cycles are much faster than they were 10 years ago. Buyers are distracted and under much more pressure than they were in earlier times. Because we now operate in a frenzied...

Are You Selling the Wrong Thing?

By Jeff Beals If you want to sell more widgets, stop selling widgets. If you want to sell more real estate, insurance or financial planning services, stop selling real estate, insurance and financial planning services. If you represent Tupperware, Avon or Pampered...