Gen X: The Generation of Contradictions

June 16, 2015

By   Ayo Mseka Gen X (Americans aged 35-49) is high on financial concerns and low on optimism and action, according to the latest findings from the 2015 Northwestern Mutual Planning & Progress Study. Among the four generations surveyed, Gen X was found to have the poorest financial habits. In addition to comprising the majority of "informal" planners, Gen X has more spenders than savers compared to other generations and is the least likely to have more savings than debt.   "...

How to Close Sales

June 16, 2015

By   John Graham Many salespeople who “do everything right” underperform. With so much focus on personal qualities and skills, the sales process doesn’t get the attention it deserves.   However, it’s the process--the “sales experience”--that makes a huge difference to customers. More and more, it’s the process that engages them in ways that lead to closing sales. Here are some steps that are part of a customer-oriented sales process:   1. Play detective. Too many salesp...