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The author suggests that sellers should work on skills that they already possess in great measure. Read More

The Pros and Cons to starting business in 2009. Read More

In a guest column on Slate's BizBox, Dev Patnaik and Peter Mortensen, authors of Wired to Care, explain why a business's empathy with its customers is crucial to its success--and how small businesses can leverage their advantage here. Read More

Good news. Signs are showing that entrepreneurs are growing again....And that's the first sign that job growth is just around the corner. Maybe. Read More

Listen to your employees. Why? Um...they're the ones that create, deliver and sustain your brand. They just may have some ideas. They have the data. Read More

In the 80's there was a saying that a sales person could walk outside and catch an order in each hand while four were falling to the ground. Boom economies are great for companies but mask the true worth of a sales persons skill, how much of those orders were down to customers fulfilling their need rather than the sales person selling? Read More

Back in 1999 “Let's Get Real or Let's Not Play” was published. It was a groundbreaking work - one of the very first books to focus on selling for consultants and other professionals; and one of the very first to take the stance that selling should be about seller and buyer working together to achieve mutual objectives - not one trying to manipulat Read More

3 simple but highly effective tips for sales pipeline management in small businesses. Read More

I love sales like no other profession. From the start, I always sought to discover why very few salespeople were successful while others struggled so much. It was only after having year after year of ups and downs that I finally discovered the underlying secret it takes to be successful in sales. Read More