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We've all wasted time trying to make someone into a prospect -- someone who has no hope of ever being one. And often we make this mistake because we aren't disqualifying -- instead, we're doing all we can to qualify. This is an inefficient approach. Learn how to disqualify -- it'll save time, boost sales, and ultimately help bring in new busin Read More

Selling B2B is “consultative,” but there's a point where you need to turn the meter on. The concept of “consultative” selling is that the sales professional should be adding value from the very start of the customer relationship. However, if that concept is taken too literally, you can end up providing free services to a prospect that never int Read More

Nickerson PME is one of a growing number of small business owners who feel comfortable offering students an internship experience without financial compensation. It's a model that is becoming increasingly controversial within the higher education community, where career-services professionals say students should be paid at least minimum wage. Com Read More

Why is 91% of the population worried about inflation while the fed assures us that everything is under control? There are several possibilities: The first is that we're all paranoid. We simply need reassurance from the authorities: Inflation rates are fine, nothing to see here, move along quietly. The second is that the Fed's insistence on f Read More

Walk into any McDonald's, order a Quarter Pounder, and the clerk will invariably ask, "Do you want fries with that?" Each affirmative answer adds $1 or more to that particular sale. If just a fraction of McDonald's' 54 million daily customers say yes to that question, that's millions of extra dollars in the burger biggie's pocket. The sa Read More

Ya got me on this one - who knew I could bundle my worker's comp with my medical benefits and potentially save on both? In one company I'm working with, we just changed insurance providers for our group health benefits as our old provider wanted to increase premiums 20%. Once that was done, our new broker made us aware that Blue Cross coul Read More

Multichannel trigger marketing uses customer behaviors (internal triggers) and outside factors, such as seasons and life-cycle data (external triggers), to develop timely, relevant, one-to-one communications. Trigger marketing campaigns take advantage of both print and online vehicles to encourage a specific consumer response. As 100% variable Read More

Hiring commission-only salespeople may only look like a less expensive alternative to salaried employees, but in the end, it rarely works out that way. Read More

Outsourcing for small businesses can save time and money, of which the small business owner often has precious little to spare. But where can you go, and who can you trust to share the burden? Read More

Marketers are seeking new and better ways to measure the effectiveness of their programs and justify their marketing spend. One concept that has elbowed its way to the front of the metrics pack is “engagement,” but while just about everyone agrees on the importance of measuring engagement — who doesn't want to know how well your customers are rece Read More