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A new study found that 82.8% of small businesses do not track ROI on lead generation programs. The study also found that 52.4% of companies surveyed have no formal sales forecasting process in place. Read More

It's often been said that B2B selling largely consists of developing a relationship with the customer. Most sales pros think that a customer relationship should like a friendship. Wrong. You can be friends with plenty of people and never get any business from them. So here's a secret that Jerry Acuff, author of The Relationship Edge in Business re Read More

Your sales manager probably told you to ask these question of every customer, but every time you do, you're shooting yourself in the foot. The dumb questions are: Do you have the budget for this? Who is the decision-maker? Don't get me wrong. You need to know the ANSWERS to these questions, but coming right out and asking them is about as effectiv Read More

The battle to win and keep customers in an increasingly competitive and crowded marketplace has become tougher as more companies and products are available to the free world. In response to these competitive pressures, companies are increasing efforts to build customer loyalty --commonly referred to as relationship marketing -- but have these effo Read More

Even though it's one of the most powerful ways to build your business, most business owners don't send out personal cards because they don't know when it's appropriate, what to say, or they feel it doesn't apply to them because their business is DIFFERENT.

In order to create a bond, clients need individual attention, acknowledgement and a Read More

Decision-makers seldom, if ever, read brochures or product data sheets or any of the traditional marketing materials. If they're needed at all, such materials should be specifically targeted at lower-level folk (gatekeepers and speedbumps) who worry about such details. When a company decides to sell M2M — which is where the big B2B money is locate Read More

If you're looking for a robust on-demand web conferencing and collaboration service that allows users to meet on-line for a flat fee, Convenos Meeting Center might meet your needs. The customer only pays for the service ($30/month) and is not charged on a per minute basis, nor is s/he charged for audio services. Test drive a 14 day trial free a 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