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Can you give me a picture of your customer? What type of business is it, what type of person within the business is it, what are they trying to do, what are their passions, how are you going to address those passions? Read More

When the new Corvette came out in 1984, the president of our company gave me one as a company car. My red toy had the first digital dashboard; it was like driving a video game. Slamming the gas pedal pinned you to the back of the seat. I could go from red light to red light faster than almost any o Read More

One way to figure out how to make a better cold call (and no cold calling is not dead), is to examine a bad one and learn what to avoid. That is exactly what Art Sobczak does in today's guest post, both looking at the mistakes, and suggesting alternatives. Read More

There is one primary reason that entrepreneurs, solopreneurs, and consultants fail. And there is a single, simple (yet difficult) solution. Read More

If you want your sales and marketing will be really effective you have take a leaf out of the Detectives’ manual (yes there is one). You have to profile consumer behaviour and find out what makes your customers tick. Find out what they are really looking for when they make that final purchase decis Read More

Many small companies find it discouraging to make 100 cold calls that result in only two or three strong sales leads. But according to a post by Alex Kuang on the SalesPractice blog, a lot of traction can be generated by making the most of that small success rate. Read More

With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However, it’s also apparent that some B2B sellers are leaving themselves vulnerable to manipulation... Read More

Automation has increased sales opportunities at the expense of quality. More leads means less time to cultivate and nurture relationships. Shoe leather is expensive, and, it’s easier and cheaper to send an email than make a phone call. Is customer experience suffering as a result? Read More

Non-compliance means digging your heels in and making a good fight when there is a good reason to do so, when there is something worth fighting for.
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