Past Issues

Vol. 23 Issue 9

Does Your Sales Process Pass the Integrity Test?

“Somebody once said that in looking for people to hire, you look for three qualities: integrity, intelligence and energy. And if you don’t have the first, the other two will kill you.”

What Warren Buffet said about hiring is especially true in sales. You can’t develop trust in the relationships you form with prospects—whether you sell in person, over the phone or online—unless your sales process and techniques pass the integrity test. Here are four ways to build integrity into your process. (more…)

Finding Motivation to Build Your Business

Building a successful business is a challenge—even when you are doing everything the right way. And if you’re not positively motivated, if you aren’t chasing after something that you’re really excited about, the grind is going to wear you down sooner rather than later. (more…)

SHOP: The Great Bait and Switch

Small employers who think the Affordable Care Act’s Small Business Health Options Program (SHOP) is going to finally help them provide health insurance to their employees at an affordable rate are being sold a bill of goods. Below are the top nine reasons that no employer should consider SHOP. (more…)


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