Tax benefits shouldn’t be front and center when you're speaking with a customer. It's a case of the tail wagging the dog, and it's...
Talking about financial metrics might be intimidating for a homeowner. However, if you know the right way to discuss their...
A large part of success depends on the organizational health of a company.
When it comes to income-producing properties, energy efficiency projects can be an incredible asset. Understanding that an...
Savings-to-Investment Ratio (SIR) is one of my favorite financial metrics. There's no better way of explaining how a prospect will...
It isn't enough to take incoming business at face value. What's important is to know why someone has decided to contact you that...
Most sales professionals know that there is more to a sale than tech talk and savings. The benefits are key, and in most cases you...
This week's book recommendation addresses the fact that the higher up the corporate ladder you get and pitch a sale, the less...
