Columnists

Organizations often overlook their greatest potential source of power: the power to increase sales performance by developing their people.  Training is an integral part of sales-force development. But this goes

A flurry of M&A action is reshaping South Florida’s commercial real estate brokerage and third-party services landscape. The Colliers International brand has shrunk; the Avison Young name has risen rapidly;

What if the bottom quarter of your sales staff turned into a team that produces more revenue than the top quarter? What would that do for your company? What would

Remember all those customer service operation and call centers that were sent packing in the 1990s to faraway lands like India and the Philippines in search of cheaper rent and

A new and eager sales consultant recently asked me what he should provide for those he is cold calling when they tell him that they’re busy and to just leave

Fort Lauderdale’s Cypress Creek Road area might easily be described as a river of sprawl, in a canyon of mid-rise office complexes.  Most people would probably drive right through it

A week doesn’t pass without someone asking about looking for a new salesperson.Why is everyone having such a problem? Here are some common hiring mistakes:   1. Looking for new employees

It is not your imagination. New apartment projects are popping up like sawgrass across the South Florida landscape. In fact, nearly 8,100 new rental units were delivered region-wide last year

How often as a sales director, do you get that dreaded feeling from your reps, as well as yourself, about the weekly sales meeting? Does it last longer than it

Recently I spoke to an organization that spent a huge amount of time, energy and money on social media to create lead generation. My question to them was, “Now what?”

Miami Beach’s Lincoln Road shopping district isn’t an epicenter of luxury retailers like Chanel, Cartier or Louis Vuitton. It’s not an easy in-and-out shopping venue for grabbing a last minute

Most South Florida office developers will tell you there’s mounting demand and market fundamentals to support new office construction in many pockets of South Florida.   The problem is that