When I began consulting with Jim Redpath of Redpath & Co. many years ago, we discussed my experience in the large accounts division of IBM where the focus was on strategically significant clients. At ...

Isn’t it tragic that so many prominent leaders rely on their intuition for their decision-making process? Gut reactions are seen as something almost magical, acquired either by hard-earned experience ...

A strong sales process is what turns a prospective lead into a paying customer. However, this process is rarely a one-size-fits-all strategy; different businesses can benefit from different sales ...