A sales lead is an active lead -- an active opportunity to run the typical sales process. It's urgent. The sales seed is not urgent, but it's just as important.

The "typical contractor" is the reason the average ducted HVAC system only delivers 57% of its rated capacity. ...

Proper work starts with proper measurement. "If you don't measure, you're just guessing."

What exactly is the "Hybrid Contractor"?

Our continuing "story selling" brings us to a new, if a bit . . . simple-sounding topic: selling by using the "Duh!" question. ...

Stories have great value -- not just in entertainment, but in selling. Explaining points to your customer is good, but then supporting and proving those points by sharing stories is what takes your sales presentation to the next level.

To improve yourself, personally and professionally, you have to commit to personal responsibility -- even when it's hard.

The results are in, and science is starting to agree: the homeowner can actually sense your negativity -- or positivity!

The summer busy season can push your CSR's to the limit -- that phone may not stop ringing until fall. So how can they cope, while delivering the highest level of service possible?

One tried and true technique for unburdening debt: Sell your way out of debt -- and into prosperity. ...