Best Practices in HR
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Achieve Sales Mastery by Understanding the Needs of Your Customers

By Vincent DeFilippo Throughout my career, whether selling a product or leading an organization, understanding Maslow’s Hierarchy of Needs gave me a strategic advantage in tailoring my approach to potential customers. By identifying where individuals fall on this hierarchy, you can align your products or services with their specific needs, creating a more compelling presentation. This […]

Neurodiversity in the C-Suite: Empowering Strategies for Aspiring Business Leaders

Image via Pexels Starting a business is a complex but rewarding journey that requires a solid plan and thoughtful strategies. For neurodivergent entrepreneurs, navigating the entrepreneurial landscape offers both unique challenges and opportunities. Recognizing your strengths while accommodating your needs is key to achieving success. Upgrading Your Marketing Campaigns Marketing is the lifeblood of every […]

Above Personal and Professional Challenges with EFT

By Arishma Singh A series of setbacks in my life brought me to realize what we often forget, which is that we bring everything about ourselves into our work. Our personal lives, limiting beliefs, emotions, stresses, thoughts, and our entire being all affect what we do professionally. In dealing with my own health, I was […]


By Steve Weinberg Salespeople, unfortunately, often treat their buyers as one monolithic group of people. We prepare marketing material and messages that are often identical and utilize them across the universe of buyers, sometimes only varying them by vertical market or by season. And, of course, buyers are not all the same. They work at […]

Maximize on Sales Rejections 

Turning rejection into a future close is possible, but tough.  Here’s a common scenario: Your company/firm identified a prospect through business development and marketing tactics, you then completed the due diligence on their business and industry, understood their possible needs, and presented an outstanding proposal — only to be rejected in the end. Losing never […]

Sales Forecasting: What History Got Right, and We Get Wrong 

Sales forecasting is the bane of every sales leader’s existence. Yet, why, in the annals of sales history, was it not the source of consternation that it is across business-to-business selling organizations today? It all starts with Alec Baldwin’s character, “Blake,” from the movie “Glengarry Glen Ross.” In the movie, he outlined “A-I-D-A” — Attention, Interest, Decision, Action — as the four […]

To Succeed in Sales, Align with Your Calling 

Most people sell from their mind instead of their heart. As a result, they’re not able to create an emotionally satisfying experience for their leads and prospects, so they have a very difficult time selling their product or service.  The most common type of sales training focuses on salespeople learning scripts that their company provides. […]