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You have less than a minute to capture your sales prospect’s attention especially if you are making a cold call for your small business. It is as important to know what not do to lose your lead's interest. Read More

If you own a business and accept credit cards as a form of payment, you better have an understanding of what PCI compliance is and take measures to ensure you meet or exceed industry standards. Being PCI compliant is not Read More

This can drag on endlessly, or it can stop at any time the customer loses interest. Sales people need to be more purposeful in thinking about their sales strategy. Sales people can't just respond to the customer, but rather have a strategy for helping move this through the company's buying process. Read More

Too many marketing departments are still living in the 1990s with how they feel salespeople should be making presentations. Marketing departments are notorious for making slick presentations that do nothing but extol the virtues of how wonderful their company is. I call these “capabilities present Read More

In sales, the fate of the runner-up is no fun. Learn how your small business can profit from lost sales so that you can win the deal next time out. Your company has invested the same effort, and perhaps funds, as the winner but without the payoff. However, there are treasures to be mined from sales Read More

I had a great conversation with a remarkable executive the other day. We were talking about the sales strategies he had established for his organization. At one point, he made the comment, I made a mistake. Read More

Learn how to track your small business sales pipeline by studying a bloodhound’s behavior and identify your client and type of sale you seek. Just like a bloodhound track's a scent when hunting, there are things a salesperson must track to succeed. Read More

Who's the decision-maker and how do we get access to her? Conventional sales wisdom tells us to focus on the top, prowling the halls of the executive suite, trying to develop relationships with the CxO. Finding that decision-maker, persuading him that we have the right solution and getting a favora Read More

A blog that publishes useful content regularly draws more and more attention and generates business development leads. Read More