There is a framework in sales that considers the potential benefits of an offering based on two dimensions: tangible vs. intangible and direct vs. indirect (TIDI). When making purchasing decisions, ...

From major purchases to job interviews to personal relationships, negotiations are a necessary fact of life. Small business owners who have excellent negotiating skills often make more revenue and ...

Q:My agencys three most valuable contracts are our GDS agreement, major airline override agreement and office lease. If we sell our agency to a larger one, will the buyer automatically get the benefit ...

The modern business world requires more than just ambition to achieve success. Today, business leaders face the increasingly tough challenge of balancing revenue growth with strategic decision-making, ...

Ask about ROI numbers for an IT project and you often hear that the benefits are great, but too soft, too intangible to be measured. Doug Hubbard begs to differ. He’s the author of a new book: How to ...