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Imagine how simple things would be if all our product, market, strategy, and Go To Customer conversations started with two simple statements: Who Is The Customer? What Do They Value? Answering those questions puts us so much further ahead. Read More

Small Business Owners are responsible for their company’s growth, but when they have no experience in sales it is difficult to grow their business at all. Selling is not easy, it's uncomfortable and often scary, especially when you don't have experience or training. There are some things you can do Read More

I was chatting to a good friend the other day who leads one of the leading Sandler Sales Training Practices in the US. His key takeaway from the last 5 years – sales professionals have lost the art of prospecting! This post suggests 15 tips that will change that. Read More

This morning, I'm sitting in a series of presentations extolling the value of big data.  I get it--kind of.  I get that more data has been created in the Read More

I'm a great advocate of Radical Simplification.  Our worlds are too complex, we seem to keep piling things onto everything we've done in the past.   New Read More

Mobile sales strategies give you a massive advantage over lugging a laptop with you; everything can be accomplished with an app nowadays.


However there are over 867,530 apps in the app stores so it’s going to be hard to find the right one. Read More

How would you change how you sell when you are selling sand? When your product is not different than the product your competitor sells, how do you set yourself apart, maintain your margins, and win business from someone else that's selling exactly the same product? Read More

I've been having trouble with a sales person.  He's someone I've done business with a few times before.  It started a few months ago. He sold my wife her Read More

Pricing.pricing

Ugh!

It’s a topic that many heart-centered solopreneurs dread because it’s confusing and raises many questions, including:

- “Where should I start?”
- “Will prospects see the value I offer if I charge that much?”
- “Why are some businesses able to charge a high f Read More