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Learn a simple method that will help you to quickly start bringing work for your new company. Startup sales advice for beginners in business. Read More

The other day, my friend Jill Konrath wrote a compelling post, Silence Is Complicity.  Please make sure you read it.  The post resulted in an email discussion Read More

Actually, these are best leveraged together---big data and powerful analytics have deep meaning when positioned in the context of powerful stories. Stories give people a context in which to position the analysis provided by the data. They provide meaning and help create insight. Read More

In their reluctance to change, or their fear of change, companies avoid the process and culture sides of a CRM implementation and simply implement features and functions, basically keeping the Mark Twain adage alive: "If you always do what you've always done, you'll always get what you've always go Read More

The battles over price are as old as selling. Can you picture the first dirt farmer negotiating for some livestock? Learning how not to flinch when a customer claimed “Your price is too high” took mentoring and practice. When I finally understood that price complaints are to be expected and a sign Read More

The sales cycle is a process with numerous points of potential failure with the possibility of error creeping in. This article explains some of the ways in which a cloud based CRM solution can help by automating much of the process and reducing the margins of error. Read More

Great customer experience design starts with the customer, not with our internal operations. If we start our design from an outside-in perspective, we can simultaneously created differentiated customer experience and have lean, efficient and effective operations. Read More

Ensure that every consumer who ever tries to buy from you (or from the partners consuming your traffic) is offered an experience that is tuned to them. There are three simple rules:

1. If they come from a non English-speaking country, offer their language; offer them their currency; and offer t Read More

I recently read an article about customer retention for B2B marketers that I thought was really good. It broke down the sales and service process into a simple 5-step strategy that I think any business can benefit from - especially ones that don't enjoy selling.

I think by implementing the first Read More