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“How much?”

As a business owner, you’ve heard this phrase hundreds, if not thousands of times from potential customers.

How do you usually respond to this question? Before you answer, you should first understand what that potential customer is really asking you. Read More

Didn’t hit your marks in 2011? Customer base is still not as big as you’d like it to be? Can’t quite figure out why? Forget about sales and remember the “R” word.
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Doing more with the same amount of traffic , on the other hand, is not something that most people immediately think of. I see two ways by which web analytics can be used to increase conversion rates: identifying issues that should be addressed; and identifying your most important web pages that sho Read More

It seems clear that the future of professional selling is and always has been a topic of interest for many who sell for a living. What do you see as the future of professional selling? Read More

Do salespeople with insight, such as, for instance, knowledge of a prospect's unique situation, have an adequate learned process to gain positive outcome? Read More

If you’re still using an Excel sales pipeline template in Excel, you’re missing out on great features and benefits of more automated sales tracking. Learn why a CRM and sales tracking app will improve your small business sales process. Read More

This article explains how a CRM solution can be a great solution to an organization's lead management issues - how to make the most of potential business and turning these into valuable customers. Read More

Insight Base Selling is important to creating value for our customers. But let's not make that process more complicated than it need be. Insight doesn't have to be earth shaking, it just has to make a difference to a person--our customer. It has to help them achieve something they had not believed Read More

You love having your own company but you hate selling. Learn how to overcome the top three sales hurdles small business owners regularly face. Read More