From computer-assisted telephony to layering up on technology that will supposedly save salespeople time, everything I hear business owners wanting their salesforce to do these days is about accomplishing more, faster. This sounds enticing in principle, for who doesn't want to exceed goals, deliver the max, and do it all in record time...

Absurdly Driven looks at the world of business with a skeptical eye and a firmly rooted tongue in cheek. It's still happening. I thought people were over this by now. I thought they'd realized that it represented everything wrong about communication. It appears not. Which is odd, because...

The best salespeople in the world don't sell, per se. They ask questions and listen to what people want. In my time as a business owner, I've heard a common misconception time and time again: that salespeople have the vocabulary, the looks and the hunger for money alone. I've been in business for myself my entire life, which has made me...

The sale may seem like the most important step in a business transaction, as money changing hands is the instant gratification marketers and salespeople love to see. However, getting a consumer to make a repeat purchase is just as important as piquing their initial interest. Consider these statistics:...

Somewhere along the way, I quit using email greetings like "Dear" and fell into a pattern. If I don't know the recipient, I start an email with "Hi (John)." If I know the recipient, I say, "Hey (John)." And if I've exchanged emails with the recipient but for some reason feel a slightly more formal approach makes sense -- if we haven't emailed for a long time, or the person's status makes me feel like "Hey" is too familiar -- then I stick with "Hi." I figure I can't go wrong with "Hi." Turns out...

When you were young, your parents probably told you, "Never talk to strangers!" And this lesson sticks. People generally continue to avoid strangers into adulthood, waiting in lines in silence, walking with headphones in, and avoiding interactions with people despite literally rubbing elbows. Not talking to strangers is great advice for children - but it's terrible advice for a businessperson. Many focus their development time on...