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Tips for Making Initial Contact with Your Prospects. Find out about cold calling, email cold calling and networking and how to use them to approach potential clients. Read More

From my experience, there are two things that most freelancers have problems with, getting clients and getting referrals.This post focuses on the first issue. Read More

Most business owners aren't marketers. In fact, even if you are a multi-talented business owner who is a marketing pro as well - you probably don't have time to take on the job of advertising on top of all of the other tasks you have to do.

Here's the easy way to do it yourself - and get results Read More

There are two different perspectives of wins and losses that I'd like to discuss. One is the fairly typical win/loss review that should be conducted with every major opportunity--particularly for every major loss. The other is a broader view of wins and losses--looking at overall trends and pattern Read More

The other day Seth Godin offered a short post on Sold or Bought. It offered an interesting perspective, but he didn't go far enough on selling. We can further refine this view in a number of ways. One of the major splits I see is sales people who are really order takers versus solution creators. Read More

Cloud-based, online POS systems will change the way retailers do business. Guest author Benjamin Taylor explains how. Read More

How many businesses sell with optimal efficiency? What percentage of them only achieves medium sales efficiency? And how many never climb out of the lowest levels of sales success? You’ll find some answers in a new report from Carew International. Read More

I'm struggling with some of the ideas, these ideas, frankly, I think it's the manager's job to be coaching everyone. This doesn't mean each person requires the same amount of time in coaching. Nor does it mean we have a cookie cutter approach to coaching everyone on the same thing. Read More

More people than ever are value-driven buyers. Demonstrated value is more important in making sales than any discount your small business can provide. Read More