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Do you know the difference between which prospect you'll close and which one you'll lose? How can you tell, midway through a sale, whether you're on track for success or you've lost the deal? How can you tell when you'll be unsuccessful in advance and cut short your time and energy to offer more time for those who are able to buy? Read More

A Chocolate Bar? In Cleveland? Read More

What excuses are you making to you clients, coworkers, customers? What would happen if you stopped making them? Talk about having a No Excuses way of doing business and life! Read More

Start, Run, and Grow Your Business I've had the distinct pleasure of working with my friends at Palo Alto Software to play a part in creating a unique bit of software called Start, Run, and Grow Your Business. This low-cost tool is full of advice, tutorials and free stuff for every phase of getting your business going.srg The software is ava Read More

The content below is brought to you by a sponsor of this blog. From time to time I will feature content of this paid nature, but you can rest assured it will be infrequent, editorially relevant and representative of my mission to serve and support small business — Thanks amexSmall Businesses are the driving force behind growth and innovation in Read More

Some authors and “sales experts” continue to perpetuate age-old myths about selling that need to be dispelled, says Douglas Smith, founder of Douglas Smith & Associates. Here are three of the biggest myths. Read More

To improve productivity, say psychologists Dr. Donna LaMar and Betsy Laney, cofounders of The Farm, you need to keep your people engaged and motivated in their work. Here's how to go about it. Read More

When Lisa Skriloff, president of New York—based Multicultural Marketing Resources, wanted to attract businesses interested in marketing services as part of a niche marketing effort, she launched a group on LinkedIn, the popular social network. In less than a year, 1,500 people had opted in. “Now I can reach the entire group by posting messages or Read More

Winning deals means you have demonstrated superior and differentiated value to the customer in their terms. Why do we insist on delivering generic value propositions? Read More