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It isn’t the prospecting method that no longer works. The game has changed, but it doesn't have anything to do with the prospecting method. Read More

When Google+ launched last week, a swarm of both users and businesses jumped at the opportunity to join this initially exclusive network. According to a blog post by Google’s Product Manager, Christian Oestlien, the company was positively overwhelmed by the amount of participation they received, pa Read More

How many times have you heard "our sales people years of experience"; well even when they do, they still need tune ups and refreshing regularly. Dave discusses the needs and the means. Read More

Just because you can do something doesn’t mean you should do it. Thoughts on sales and the temptation of low value distraction over higher value work. Read More

A old colleague of mine commented on the text version of this post. He took exception to what I wrote and said, "Talent is an ability that is the result of process and effort."

I think we’re saying the same thing! Actually, I think my old friend just likes to argue. :) What do you think? Read More

Sales people should view time as investment capital, then look for the best ways to invest. Better choices lead to better returns, i.e., quota attainment. Read More

Instead of making your goal to complete your required tasks, aim for something better than “complete.” Make it your goal and responsibility to make it rock. Read More

The famous 4 P's of Marketing have been around since the 1960's. What are they, are they still relevant and can they still help you sell more?

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One year. 14,000 votes for your articles. Almost 2,000 comments left.

Helping build a business community.

Need I say more? Happy Anniversary! Read More

Is there a negative stigma in the business world with beards?

Is there a "glass-ceiling" for men with beards?

The results are in... Read More