Gatekeepers are everywhere. They show up as assistants, office managers, front desk coordinators and even project managers, all deciding what gets through and what doesn’t. That’s why getting past them has become a core skill for any sales rep.I...

Most of us like to believe that we make decisions based on facts. However, our brains are constantly taking shortcuts. You see it in sales all the time. A rep hears an excited comment and suddenly thinks the deal is done. Or a prospect reads a good ...

Big initiatives, like creating a new sales playbook or starting a company program, always start with energy. People feel excited and the goals sound doable. However, unless you ask the right questions from the beginning, you could end up loading you...

The “City of Champions” could soon become the city of swag.Boston is considering launching an official branded merchandise licensing program, which could include hoodies, mugs, tote bags and other promotional products featuring city logos, depar...

The Workplace Advisors specializes in providing HR assistance to associations such as PPAI and their member companies. Each month, the consultancy answers anonymous questions from companies about a myriad of topics. Below is advice on how t...

Vantage Apparel (PPAI 113235, Platinum), PPAI 100’s No. 14 supplier, has announced the appointment of Chris Alfano to chief information and digital officer.In this expanded role, Alfano will define and execute the Avenel, New Jersey-based compan...

After six decades, this will be the final PSI to take place in Düsseldorf, and the trade show is hoping to leave the city with a bang. With attendees participating from the international promo community, PSI hopes it will be the event where the indu...

Microexpressions are subtle facial shifts that reveal someone’s emotional state. It might be a quick downward glance or furrowing of the brow. A prospect’s face reveals information their words may not. It’s up to you to pay attention so you don’t mi...

https://player.vimeo.com/video/1139056154?badge=0&autopause=0&player_id=0&app_id=58479%22Find more on this week’s stories:Maximize Your Time To Earn And Learn At The PPAI ExpoWhy You Should Shorten The Sales Cycle (And How...