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Web 2.0 is a shift in the way businesses think and leverage the Internet. Sales 2.0 is a shift in the way that businesses manage their sales forces and leads. But is there a Prospecting 2.0? Read More

In this age of partnerships, alliances, and joint ventures, the need for skilled negotiators is more important than ever. Read More

“Location, Location, Location!” It's what everyone tells you when asked “what is the most important real estate attribute?” Today's online real estate search engines, coupled with laptop mapping software give the real estate agent fantastic new tools to employ in the search for the perfect property. See how employing this technology helps agents Read More

With the cost of gasoline and airfare rising, sales managers need to squeeze every bit of savings out of their travel expenses. At the same time, they must increase sales in a slower economy. This article shows how computerized mapping and GPS helps do both. Read More

Pre-empting an objection means that you bring an objection that you expect to hear early in the sales call and then deal with the objection so it cannot be brought up again. Make sure to answer any common questions and concerns before the client can ask. By pre-empting objections before the client can raise them, you decrease resistance. Read More

Know your audience. Tailor your presentation to your prospective customers. To do that, consider what they are likely to need from you. Use terminology they'll understand and make sure you are familiar with their business jargon. That will help you to establish common ground with them. Read More

Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the future. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today. Read More

By focusing on true value-creation concepts, you can truly enhance the lives of small business owners. Read More

Learn how to win big when you negotiate. These 3 rules are good negotiation rules to follow to arrive at a win-win-win situation. Read More