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Friend and client Mike Krsticevic from Advocate Mortgage Corporation recently sent me a mind map called “How to leverage an article found in a magazi Read More

While online shopping continues to grow at a blistering double-digit pace, much of that growth results from the significant amount that the most tenu Read More

Networking has taken on a whole new meaning in the Internet age. Keeping up with the competition demands cultivating contacts at warp speed, and that Read More

ANY DISCUSSION OF customer buying-cycles is an unpopular topic with management, sales managers and salespeople. We all want to believe that by using Read More

For most sales reps, rapport-building is easier in person than on the telephone. The reason is simple. In human-to-human communications, appearance (facial expressions, body language, semiotics) often communicates as much, or more, than the specific words that are spoken. That's why basic sales training always starts with how to dress, how to give Read More

Entrepreneurs are eager to use the rapidly emerging social networks and blogging tools to get closer to their customers, but first they need to devel Read More

Contrary to popular belief, to be a successful salesperson, it doesn't matter how much you know about your product or service. It also doesn't matt Read More

Most sales reps are trained to ask for referrals when they make the first sale to a customer, typically with a question like: “Do you know anyone els Read More

Maybe it's because Google and others have demonstrated there's money to be made at the local level through self-serve, but it seems as if there are Read More