by Bill Hellkamp There is a time in most sales cycles where your prospect is going to delay the process. Seldom will they announce this, such as, “Hey Bill, we couldn’t make a decision if our life depended on it, so we are going to dither around fruitlessly while you dangle in the wind.” No, […]

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by Bill Hellkamp A few months ago I did an article on some of the great verbal comebacks of all time. Unfortunately, not everyone is so quick on their feet! Here is a collection of my favorite quotes that prove the old adage, “It is better to keep silent and be thought a fool, than […]

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In the past I’ve had the opportunity to lead virtual teams and learned much from those experiences. But just recently I started an assignment where I am a contributor on a client project where every member of the team lives in a different location as does the client. It has been an interesting and valuable […]

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by Bill Hellkamp If you have a product or service that can affect the entirety of an enterprise, then the decision to purchase will have to be made by people who control the organization as a whole. Those people are in the “C” Suite. They go by the title of CEO, CFO, CIO, etc. and […]

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By Bill Hellkamp 1. I’ll pull it all together the day before. – A good presentation requires preparation and practice – and it takes time. This isn’t like cramming for a test. This is important. In business you are judged by how you perform in front of others. So, take the time to craft a […]

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