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Don’t let the simple concept of a first sale mislead you. Obtaining that first customer can sometimes be a long, arduous battle. Here's how. Read More

"On average, selling hours add up to 10.8 hours per week or just 22% of the work week. This is quite surprising to sales managers who expect their reps to be actively selling for at least 50% of the time." So what can you do to make sure you’re focused on sales productivity at peak times? Read More

Business owners and CEOs want to be different, then box themselves into the commodity abyss. What's your Market Game Changer that sets your business apart? Read More

Got a freelance writing client who balks at your quoted rate? Here are a dozen simple ways to overcome that pushback and get the rate you want. Read More

I spend a lot of time writing about metrics and performance management.  It's critical that we Know Our Numbers.  It's important to analyze performance over t Read More

Factors like emotions and convenience play a very important role in consumers buying behavior. Learn from this fitness program as a case study. Read More

When you’ve got a sales team that are falling down in motivation and in sales effectiveness sometimes a quick pep talk will do the job. For those other times when the pep talk doesn’t cut it, it’s time to get the training manual out. Read More

Here is a quick look at the business sector and how it looks like today. It seems that non-employer businesses or businesses without any employees are growing but the number of sales are falling short. The reason for this may be the division of sales among all the companies. Read More

Potential customers' Twitter profiles are full of clues that will help you figure out how to sell to them. Here's what to look for. Read More