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Do you recognise opportunities? Or do they pass you by? What about risks? Preparing a detailed business plan forces you to think about these and test your expectations.. Read More

Sales reps often provide references based on the size of the client and how much their client likes them. Both are good choices, but there are other equally valid reasons to choose other clients for references. To make them effective, they need to know why you chose them and how they are supposed to help you sell Read More

Having the pipeline filled with the right things in the right proportions will give you choices should you encounter a challenging prospect. If you have a thin pipeline, few opportunities, less than was your conversion rate suggests you should have you will have choice and options removed from your control Read More

When you first start out marketing your products or services you are grateful for those early customers. You may be in constant contact, reply quickly to emails and never forget to reply to their comments on your posts. As you build your business, get more customers it can be easy to forget the ones who supported you in the beginning. This is a mistake Read More

Do you blow your own trumpet to inform people about your successes. Perhaps you should start.
I travelled to Rome on Thursday 10th June via Dublin Airport with our good friends Ryanair. I normally rate my Ryanair experience successful Read More

Cloud computing has attracted a lot of interest as more and more firms are moving to use cloud based computing services. Given that cloud computing is still evolving and maturing.. Read More

I’ll never forget my grandfather’s reaction just after I graduated from college when I told him I had gotten a job with IBM. He was thrilled! Thrilled and impressed that I had be able to land such a fabulous entry level job. Then he asked, “Doing what?” My answer literally devastated him. “Sales? You mean you couldn’t get a real job? Read More

Doing a great diagnosis at the beginning of the sales process enables a better solution and a more focused presentation. But to make sure both meet your dream client’s needs, you need to discover the cause of their dissatisfaction and not simply the presenting problem Read More

This isn’t the first time you’ve read about The Universal Language of Business on this blog. Doesn’t matter what they sell or what their SIC code is, ALL of your customers are in the money-making business. All sales reps must therefore learn how to communicate effectively using Finance, the universal language Read More

Online video is gaining more attention, engagement and it's becoming a strong way of communication for several companies. Have a look at these four core steps to produce online video for your business Read More