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As some may already know, I was once upon a time social media sceptic. While I could see a distant value in using these tools, I remained unconvinced as to how an old fashioned sales gun like me - could generate real B2B sales using social media. If I was sceptical about social media in general, I was entirely sceptical about Twitter. It appear Read More

The author breaks down the elements that help sellers develop trust and credibility with prospects. The point is made that in the absence of those, sellers can not engage in meaningful conversations and a sale will never happen. Read More

Whenever I have the opportunity to take business trips, I'm often stunned at the endless opportunities to rack up expenses. Tickets. Meals. Cab fare. Hotels. Entertainment. Pretty much anything in an airport. Sure, most of these expenses are tax deductible, but they still eat directly into the bottom line of a small business. Read More

There are many macro and micro reasons people buy products and services, but the overarching reason people buy is Read More

Most business books on the market cover the gamut of how to make more money, gain fame, grow, get work done, and manage people. But few talk about business from the perspective of “family first” like Marc Warnke's book “ONO, Options Not Obligations.” Many web workers love what they do, especially those who work virtually, because it allows them to Read More

Norm Brodsky: When Negotiating, Always Listen Before You Speak Read More

Conversion rate = The number of people who take the action you want them to take divided by the total number of potential people who could have taken that action. Read More

A common problem many professional firms face is overly relying on only one approach to business development. They focus all their efforts on word-of-mouth & referrals, or on networking, or on responding to tenders/RFPs. Typically, the basket they keep all their eggs in is the one they are the most comfortable with: it's worked for them before, th Read More

When it comes to Twitter, subscribers or “followers” are your key to building popularity. And popularity is a fundamental and very important concept to grab hold of. The idea is that by following someone, they'll agree to follow you back. Read More