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Anytime someone decides the time is right to start an online business, it’s exciting. However, that excitement can quickly turn to frustration if you don’t understand the difference in selling online and selling offline and therefore they try to do things in their online store the way they would in Read More

He's absolutely right--Our sales process and the customer's buying process is very much like a project plan. The sales person acts as a project manager--developing the plan, aligning the resources (customer, partner, and company),and providing leadership in executing the plan. Many of the skills, d Read More

Five heavyweight vendors publically vying for the same customer is a rare, riveting event. Selling is a courtship of suitors with competitive sportsmanship that includes incidental contact and ends with only one vendor standing. Last weekend, someone researching marketing automation solutions for t Read More

We have to approach the planning process with the end in mind---when does the customer want to make a decision, when do we want to complete this project? Once we understand the end goal, we develop all our plans by working backwards from that goal. We know our sales process, we know all the activit Read More

A quick look at the benefits of using your exiting customer data to generate revenue instead of simply chasing the new customer Read More

If you do not actively pursue prospects, engage them and try to get their interest in you and in what you offer, you will never make it in self employment, sorry.

Selling is the most intimidating aspect of running a business. For most beginners is business even the thought of having to actively Read More

Every year, US companies invest $4-6 Billion in training (From a person who really knows, Dave Stein, CEO of ESResearch). This includes internally developed training as well as that procured through the training companies. It's a huge amount of money, yet most of that money is wasted, Dave Stein wo Read More

Too often in professional selling we are so rushed to “get the deal closed” that we fail to pay adequate attention to the critical details that will make the difference between success and failure. It happens everyday across our respective enterprises and has plagued us for millennia.

What detai Read More

Networking

Networking is a specialised way of building your business which uses your personal skills as a way of gaining more leads, referrals and sales

In order to be good at networking you may need to develop your communication and sales skills. The following notes are deigned to help.
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