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Here are 3 small business selling disciplines you can put to work for your 2012 marketing and sales action plan. Don't have a plan? Learn how to get one soon. Read More

Who will Bill Cullen choose from the last 4 Apprentice candidates? Before their head to head, here are some tips that give an investment pitch a winning edge. Read More

We struggle with ideas about how to help improve our customers businesses, how to help them achieve things they had never imagined. We struggle with what's that killer idea? Read More

Steps to identify your BEST customers and feed your lead generation funnel with prospects that look just like them. Free white paper with all the details. Read More

Great discussion about the misinformation and hype about selling being spread both online and offline. The WORST sales training provides guidance on how to be effective in Fictional Selling. Close behind, and very related is the type that teaches sales survival tools instead of sales success tools. Read More

You know how writers get writers block yeah? Well I've got salesman's block. I just can't bring myself to make calls. Fear of rejection is most likely behind it and resentment of all things. Read More

The only way we can get sales to have meaningful conversations with their customers is to talk about what they care about---their businesses. Telling them about all our great products doesn't excite them, it doesn't help them achieve what they need or want to achieve. Read More

It's important to realize that we sold a solution to the customer's problem---so the sale isn't over until the customer has solved their problem! Read More

Chasing sucks. Prospects, clients, people who owe you information, drawings, money. I hate having to chase. Most of us have to do it–A LOT. Most of the time we go into the bottomless pit of voice mail hell to be tortured by the digital demons therein. Here is how to get your phone call returned... Read More