Minimizing workers’ compensation costs

June 1, 2025  |  Business, Tips and Techniques

Each year, employers in the U.S. lose large amounts of money due to accidents in the workplace. This is especially true for those who operate in high-risk industries: sectors with the most vulnerabilities include construction, manufacturing, and health care. As a result, injuries can increase the pr…
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How to keep from being sued

April 1, 2025  |  Business, Tips and Techniques

A client recently asked me what seemed like a simple question: “How can I keep from getting sued? Aside from the obvious answer (which necessarily involves either a fortune or a gravestone), my answer, with some explanation, was: “Make yourself the least appealing target of what will likely be s…
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Dealing with difficult customers

August 1, 2024  |  Business, Tips and Techniques

Every business at some point is forced to deal with difficult customers. Perhaps they are unhappy with the level of service, the product or a member of your team. Or maybe their expectations are just unrealistic. Understanding how to navigate challenging interactions, however, can turn a negative si…
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Leadership tips for reducing stress

June 1, 2023  |  Business, Tips and Techniques

A certain level of stress can be motivational and stimulating. It can help us focus our energy. It can emphasize our passion and commitment. But as Albert Einstein reportedly said, “Life is like riding a bicycle. To keep your balance, you must keep moving.”
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Tips to improve engagement at sales meetings

April 1, 2023  |  Business, Tips and Techniques

At some point, as sales organizations, we need talk about how all this selling is going. In a recent group discussion with some sales managers, we had a healthy discussion about engagement and how to make these gatherings more productive. Salespeople, by their very nature, tend to be independent fre…
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Choosing the right CRM

December 1, 2022  |  Business, Tips and Techniques

Most businesses use a few different software packages. Email and calendars are typically bundled together in services like Gmail and Outlook. Documents are typically handled with Microsoft Word and arrays of data with Excel.
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Four crucial habits of successful salespeople

August 1, 2022  |  Tips and Techniques

I regularly get asked what the most important factor is that contributes to building and managing successful sales teams. While there are many contributing factors, the most critical is engaged sales leaders who proactively identify the four bad habits that impede a salesperson’s ability to effici…
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How to decipher Incoterms

June 1, 2022  |  Business, Tips and Techniques

Question: I’m buying some equipment, and the shipping terms in the purchase agreement refer to “EXW Incoterms 2020.” I’m generally familiar with “Incoterms,” but I don’t really have a lot of time to study what each one means. Can you give me a summary of what I’m dealing with when a …
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