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In their new book, Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship, Mahan Khalsa and Randy Illig offer many salient points on customer relationship building. Here are 10 worth heeding. Read More

Well, all the submissions are in, 14 potential resolutions to the challenge faced by our sales team in the scenario presented. Now it's time to vote for the winner, the one you think best resolves the challenge. Come read the answers and vote. Read More

The computer and the Internet are no longer the preserve of just a few people. They are freely available or accessible worldwide today. Large Organizations and Corporations are taking full advantage of this and reaping the benefits by making their presence online to the world community at large. Having a website and marketing your small business Read More

What's your small businesses marketing hook? Do you have a marketing hook for your small business? What sets you apart from your competition? It can be something as simple as pricing, or something more complex like technology. You do need to set your business apart from other companies in your niche. Pricing is a tough edge to hold on to. It's re Read More

The author describes the challenges of building revenue while operating in a "no deadlines" media sales environment. Read More

I was watching the Texas vs. Oklahoma college football game this weekend and was thinking about how important their rivalry is for each school. The fierce competition that exists between them is what fuels each team's marketability, recruiting power, and championship opportunities. It got me thinking. Isn't that what we want for our business? Read More

Sales managers have to balance the White and the Black in managing the process, coaching and leading their team members to success. If the can master enforcing the process and related rules, while at the same time coaching team members to consistently execute, they will achieve the Yin Yang of sales management. Read More

This video shows how to use Google AdWords to grow your small business. The key is to target the specific customers not only interested in your goods and services but also sometimes those looking for those goods and services in a very specific geographic area. In this presentation from ClickSharpMarketing.com, we look at how paying the fee for pai Read More

On Tuesday October 20th — 1:00 pm Eastern, Jonathan Farrington presents his first solo Top Sales Experts Masterclass of 2009, and you can be there, with my compliments. Read More