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Messaging is important. It's where marketing spends a lot of time, as it should. It's where critical issues are identified, it's where our organizations put a stake in the ground about what we stand for, what we do, and how we can help customers. It drives visibility and awareness. Done effectively Read More

Effective reviews focus less on what's happened, but more on moving forward--what have we learned, what's next, how do we grow. If you aren't spending at least 75% of your time on these in each review, on this, then you are wasting your time and losing opportunity. Read More

Too often it seems the customer is viewed as the enemy, not the people that keep our companies in business, that keep us employed. Too often, I encounter attitudes about customers that are, to borrow Brad Feld's term, Thinly Disguised Contempt. (TDC) Read More

Our jobs as sales people are to understand our customers' needs and goals. Fancy needs analysis, focused on their operation and business is just a small part of the process. We have to understand what drives them as individuals and human beings. We have to make sure our solutions address their busi Read More

People spend hours getting the logo, URL and legal paperwork spot on, but forget to sell. Without sales, you'll be out of business before you actually launch.

This article is written by Alex Chubb, the director of London School of Attraction. Read More

How you sell is based on assumption about the type of buyer you are selling to and more specifically how those buyers make their purchase decisions. Read More

“People buy from people they trust and they trust people they like.” (Garrison Wynn), which means that sales are driven through personal connections. Therefore, a company’s social media efforts support sales by driving authentic interactions with your audience leading shorter sales cycle. Read More

Extending credit inherently takes a large degree of trust, trust that may or may not be well founded. Credit has become such an ubiquitous part of the today’s business community that we sometimes forget the risk it actually entails. But what are we to do? Stop dealing in credit? We wouldn’t dare. C Read More

Here are a few things to avoid during a sales pitch to ensure there will be no awkward moment in front of your business clients! Read More