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What kind of impression are you making on your prospects? Is it the right one? Are you clearly demonstrating that you care about your customers by what you say and do? Read More

Most of us are thinking about how thankful we are this time of year. I searched to find some of the greatest thoughts and ideas ever shared on gratitude— Albert Schweitzer teaches us to be grateful for those who inspire us— Meister Eckhart puts gratitude in perspective with two simple words— David Steindl-Rast reminds us to enjoy our current achie Read More

Sometimes the best approach to improving sales with a certain group of prospects is to tell them to buy. This group of prospects tend to be followers, not leaders. They are pleasers. They are easily confused. They often tend towards being Read More

In many ways, questions are at the heart of the selling process. Great sellers ask great questions. Mediocre sellers don't. Here are 25 great sales questions. While not perfect for every selling scenario, each is perfect at Read More

Books and articles admonish salespeople to "find the customer's pain." This can be valuable, since relief from pain is most certainly a motivation for buying. But are you missing out on Read More

There is a lot of debate about cold calling, who, when, if, why. But at the end, I don't see how you can be in B2B sales and be successful without cold calling. Tony Johnston poses some good questions, but at the end, it is part of the trade no matter who is involved. Have your say. Read More

The first in a series of 10 posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed (according to the common wisdom), and the 10 opposing ideas that are also essential to succeeding in B2B sales. Read More

Don't you wish you had a chart so you could position yourself relative to others in your industry, just like the Gartner Magic Quadrant? Read on to find out how... Read More

An incredible list of 52 small business tips from Canada Small Business at About.com including an index of links to small business articles covering everything from "basic e-mail management" to "phone answering tips to win business" and everything else in between. The index represents a great cross section of tips large and small in an effort to make your small business better. Each link within t Read More