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If all we are doing is calling a prospect with nothing in between those calls . . . there's a high probability that we will be forgotten about.

Make sense?

Here are several things for you to consider in order to keep your name in front of your prospect! Read More

The funny thing about principles is they make everything so much easier. We don't have to worry about rules, procedures, policies. Read More

But year after year, we enter the year with the same old sales process--you know, that one we developed a few years ago--or in the case of one of my clients, over a decade ago! Read More

A lot of attention is placed on the modern business development model in obtaining new customers, but an equally important part that is often neglected is how to maximize your current customers. Read More

Today I’ll share fast ways you can start marketing your business right away. These techniques range from pretty easy to extremely painful, in my opinion. Of course, what I think is painful might be your idea of easy.

For example, I do not like cold-calling, but there are some web writers who do. Read More

Tired of all the talk about goals for the new year. New Year's resolutions etc . . . here's a look at the harsh reality.

The odds might just be against you!

Oh, and Happy New Year :) Read More

Communications skills: negotiation.

Negotiation is a specialised form of communication skills;
Negotiation requires a voluntary consent on all sides. Negotiation is a process by which all parties should achieve a benefit.

Negotiation is the art of trading concessions, in order to gain a lon Read More

Everyone wants to predict their sales better. Everyone running a business from the one man band to the $100m market leader needs to improve the visibility of sales. If you can't secure 10 year contracts, what can you do? Read More

Training sales teams requires a holistic approach to optimize the performance of the team. Think in terms of 3 big buckets. Customers & Markets, Product Knowledge and finally Sales Process. Read More