How to Harness the Power of a Little Gift

By Jeff Beals A revolutionary retail concept came to life northeast of downtown Dallas in 1985.  That’s when the first Blockbuster Video store opened.  The business boomed and quickly soared to great heights.  At one point, Blockbuster boasted more than 9,000...

How to Win the “Contested Close”

By Jeff Beals I’m a big believer in doing everything right before closing in order make the close anti-climactic.  If you have established a relationship and figured out what the prospective client truly values, then the close is generally a formality, a...

The Power of Your Personal Target Audience

By Jeff Beals Whether you’re in Atlanta or Austin, San Diego or San Antonio, Kansas City or Salt Lake City, shopping malls and retail centers generally look alike.  The products, displays, signage and building architecture are so uniform that it’s hard to...

A Violation of Trade Show Etiquette

By Jeff Beals Our company hosted a booth at a large business-to-business trade show today. Thousands of people passed through the aisles and many of them stopped by our booth.  Several of our employees took turns staffing the booth, giving them the chance to meet new...