In B-to-B sales, we know the importance of being creative in getting our prospect's attention, as long as we don't resort to gimmicks. But what makes a gimmick? Read the rest of this entry »

A big obstacle we often face to growing our business is actually running it. Perhaps it is time to stop running and start growing. Read the rest of this entry »

Okay, you've got an idea, expertise, and passion. But wait! You still have a blank page! What's next? Read the rest of this entry »

It seems everyone wants to write a book. Most of these people all have two things in common: they have an idea, and a blank page. Where do you go from there? Read the rest of this entry »

Ten years ago, Columbus residents Mark and Matt Palmer set out to found The Joseph Group Capital Management. Today, their vision has created remarkable results. Today, the firm enjoys a premier location in Columbus’ Arena district, and last year surpassed $250 million in assets under management. Read the rest of this entry »

When it comes to sales professionals, a person is either a hunter or a farmer. The farmer will excel at servicing the needs of existing business, and keep the account going. But the hunter is focused solely on bringing in new business. Read the rest of this entry »

If you want to convert prospects into clients, you must focus on serving them...not selling them. Read the rest of this entry »