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Learn from industry insider, Joel Libava. He recently wrote a revealing eBook... Read More

Explore the value of helping your customers re-evaluate their existing vendor relationships, using questions that will guide them through the evaluation process. Read More

Like a marriage, a business relationship is always two-sided. Ever faced a situation where you thought your relationship with a customer was still going strong, only to find she's got her eye on a rival vendor? This article stresses the importance of salespeople nurturing existing customer relationships and asking questions that get to the heart Read More

Imaging Spectrum Magazine's November 2008 edition features Paul Cherry's article “To Keep Buyers Coming Back, Don't Be Nice — Be Real” on page 40. In this article, Cherry reveals the secret of customer loyalty: customer engagement. Read More

We spend a lot of money on business development. We spring an average of $2,000 per person to send folks to conferences and trade shows in pursuit of the almighty warm lead. We golf with our clients, with our clients friends. We buy cocktails, break bread together, all in the name of establishing favorable connections on a personal level. We hope Read More

With online marketing efforts it is important to remember that most things you do online will require patience and time. No matter what industry your are venturing into it is important to remember that online marketing is a building process and it will require more than just slapping up a blog post here and there to generate income or even traffic Read More

The economic tide continues to deliver plenty of ebb with very little flow. The impact of decreased spending and tanking consumer confidence is being felt by companies across the board. Often, none feel it more strongly than the marketers within those businesses. Read More

I recently had the opportunity to try out DeepDyve.com, a new deep Web search engine. After uploading my personal information and confirming my e-mail address, I was extended the privilege of free searching. DeepDyve allows and encourages enormous keyword strings and complex queries. Given the amount of data that DeepDyve is collecting, I was sure Read More

Business buyers often aren't spending their own money. That's good and bad. Good because they're more open to big-ticket purchases. Bad because they usually have to get approval from others. In fact, you must sometimes talk to many layers of a company before making a sale - decision makers, buyers, and end users. All of which means you have to pro Read More