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Sales presentations should be all about the client - not you. Read More

If your home based business benefits from local exposure, Bing offers a local listing service that is free to use. Read More

Social networks, there's a lot of them out there and you're being invited to participate in new ones every day. There's MySpace, FaceBook, LinkedIn. There's eCademy, Plaxo, Ning, Bebo, Friendster. Jaiku, Orkut, Tumblr, and more than I can mention here. The question is, which ones do you use? Which ones are the most important? It depends on who Read More

As some may already know, I was once upon a time social media sceptic. While I could see a distant value in using these tools, I remained unconvinced as to how an old fashioned sales gun like me - could generate real B2B sales using social media. If I was sceptical about social media in general, I was entirely sceptical about Twitter. It appear Read More

The author breaks down the elements that help sellers develop trust and credibility with prospects. The point is made that in the absence of those, sellers can not engage in meaningful conversations and a sale will never happen. Read More

There are many macro and micro reasons people buy products and services, but the overarching reason people buy is Read More

A common problem many professional firms face is overly relying on only one approach to business development. They focus all their efforts on word-of-mouth & referrals, or on networking, or on responding to tenders/RFPs. Typically, the basket they keep all their eggs in is the one they are the most comfortable with: it's worked for them before, th Read More

When it comes to Twitter, subscribers or “followers” are your key to building popularity. And popularity is a fundamental and very important concept to grab hold of. The idea is that by following someone, they'll agree to follow you back. Read More

Many times we (marketing professionals) talk about the concepts of an integrated marketing approach. “You should be doing email marketing, billboards, radio ads, blah blah blah blah. ” Sometimes it gets a little heavy— Sometimes it gets a little burdensome. Read More