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I received a frustrated email from a colleague the other day. He described a sales situation---he's selling a solution that creates a tremendous return for this customer. The return is about 4 times the investment -- a business case that seems compelling on the surface. But he's frustrated because Read More

Goodsie lets you create great looking online retail stores without computer programming knowledge at a minimal cost. Small businesses now can compete with larger rivals on equal footing. Read More

Are you a small business or retail store that is seeing less traffic in the store and more online? Here are four ways business owners can keep customers coming in. Read More

A great sales person should be honest and upfront with you and may say these surprising things. . .if they are truly great. Read More

As much as has been written about sales processes, I am constantly amazed by the number of organization that either have no process in place, their process is hopelessly outdated, or the sales people and managers don't use the process. We can never achieve the highest levels of performance without Read More

One of the greatest values of teaching, coaching, and mentoring is what we learn from the person we are coaching. It helps us grow and to perform at even higher levels. When you are coaching, don't cheat yourself of the opportunity to learn from those who you are coaching---that may be where the gr Read More

A brief evaluation on the state of cold-calling in today's sales and marketing process. Is it really dead? Read More

Before you pick up the phone, make sure you have your prospect's LinkedIn profile and website in front of you. When you get a call, immediately bring up the profile of the person who is calling and their company's website. Read More

I recently stumbled across an article discussing ways to dig deeper into your customer's pocket. The author was referring to retailers finding additional ways to gain a bigger slice of their customer's shopping budgets. What tips do you have for digging deeper into your customer's pockets? Read More