Paul Charles & Associates

04/18/2026

Often forgotten fundamentals...

Call a Lot of People! Post author By wpusername1602 Post date April 18, 2026 Categories In Business Development, Selling Skills, Success Traits Arthur “Red” Motley was known for his conciseness and, true to form, each section of his famous definition of the sales process says a great deal in onl...

03/06/2026

The next level of effectiveness...

AI: Your Business Development Partner? Post author By wpusername1602 Post date March 6, 2026 Categories In Artificial Intelligence, Business Development It has been most interesting to learn about the different ways people are putting Artificial Intelligence (AI) to use as a business development too...

02/17/2026

The best sales presentations?

7 Ingredients to Balanced Presentations Post author By wpusername1602 Post date February 17, 2026 Categories In Communication Skills, Presentations The best sales presentations contain the right mix of information flow and interactivity, and are uniquely balanced to best fit audience interests, need...

01/15/2026

Important versus urgent?

Business Development Urgency? Post author By wpusername1602 Post date January 15, 2026 Categories In Business Development In a series of studies published in the Journal of Public Research, “people chose to complete tasks that had very short completion deadlines, even in situations in which tasks ...

12/02/2025

Building on strengths can be a faster way to improve...

Build On Strengths to Build Confidence & Consistency Post author By wpusername1602 Post date December 2, 2025 Categories In Habits, Selling Skills, Success Traits Sales and business development often depend as much on confidence and consistency as it does on technical skills. One way to become more....

10/02/2025

The harder the questions...

Harder Questions? Post author By wpusername1602 Post date October 2, 2025 Categories In Communication Skills, Selling Skills Gretchen Gordon, founder of Braveheart Sales Performance once wrote, “The harder the questions, the easier the sale.” So true! Gordon also cited an Objective Management G...

09/08/2025

Proactive ex*****on...

Managing Referral Source Relationships Post author By wpusername1602 Post date September 8, 2025 Categories In Business Development, referrals For many businesses, referrals are among the most valuable sources of new opportunities. Yet, executives often underestimate the importance of deliberately m...

08/03/2025

Key Account Plan?

Key Accounts & Long-term Sales Growth Post author By wpusername1602 Post date August 3, 2025 Categories In Sales Management, sales process Many business owners, managers and salespeople tell us that eighty percent of their business comes from twenty percent of their customers. The Pareto principle.....

07/17/2025

5 ways to engage your team...

The 5 “I’s” in Team Post author By wpusername1602 Post date July 17, 2025 Categories In Employee Engagement The business world has begun to see the deep connection between employee engagement and customer experience, productivity and profit. Simply stated, highly-engaged employees try harder a...

05/20/2025

Selling skills: closing v. trial closing... https://paulcharles.com/closing-v-trial-closing/