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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

90% of customer retention is about communication. Be proactive in your communication (especially about negative communication – price increases, late delivery, back-order) etc. and you will have a customer that “feels” your company. Read More

The whole focus in the launch is about the product! Afterall, that's why they are called Product Introductions. Just one time, I'd like to see a product introduction that focuses, instead, on the customer Read More

Here is a valuable, quick read from Communications Guru Stacey Hanke on how to make sure you go into 2012 beating your greatest competition...YOURSELF. Most of our communications issues are a product of our self-talk - Stacey give tips how to correct this. Read More

It seems all we’ve been hearing about the holiday shopping season is that consumers are crazy for deals. They’re using their smartphones to scope out the best prices, signing up for daily deals services to get special offers and even camping out at the mall on Thanksgiving to get discounts at dawn Read More

Recording the details of a sales meeting with a pen and paper divides a lot of professional salespeople.I remain a firm believer in the value of taking notes, here's why: Read More

There's, rightfully so, a huge rush to Challenger Selling. But I worry, it's starting in sales. Sales cannot successfully sustain Challenger Selling, unless the entire organization has a Challenger Business Strategy. Read More