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In looking at a couple of books on amazon, you quickly realize that there is a miss alignment between Capitalism, and what fuels it, sales. Realign these on maybe we get back on track! ;) Read More

Among other things, I carry out feasibility studies for start-up or developing businesses: sizing their markets, identifying important trends, doing competitive analysis and the like. Typically my projects are one-off and usually require between 3 and 10 days’ work. Read More

You have been told that you have an hour and a half to present. You don’t have anywhere near that much time. What does your dream client want from your presentation? Read More

But questions aren't the fundamental issue--conversations are. Questions are an important part of establishing a conversation, but I think focusing on questions creates an inbalance and may, in fact, detract from our ability to have conversations. Read More

I've been involved in a number of conversations about questions recently. They've covered topics like, what are the best questions, what should we avoid, and other areas. These questions are always difficult to answer, because so much of the time, the best response is, It depends. Read More

If your business relies on a sales team, it needs to be the best one out there. In order for your business to do well, it should have the best sales team possible; otherwise you are always going to be second to the other companies offering your products and services. To get a sales team that meets Read More

This article provides data that supports that online activity affects offline activity. So an online review of your site correlates to your offline sales. Read More

When all is said and done, the winner in sales is the one that executes. Not only those who execute well, but even more so those who execute consistently. Read More

While it oftentimes comes down to finances and customer service, don’t be surprised if some clients are not taking a second look at how your salespeople are showing up dressed for important meetings. Read More