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How to ask questions in sales Read More

It is important to break down complex information into simple, easily understood bits. Specific example of forecasting, includes a simple forecast template. Read More

Harnessing the power of brainstorming in business. Read More

If you are ready for a powerful transformation in your life, Transforming Power: Stories from Transformational Leaders for Inspiration and Encouragement is a book you must read. Transformation Leadership is a shift towards leading with a vision, while building synergy with a higher purpose. Hugh B Read More

This is a decent article that contains the pluses and minuses of using e-mail as a marketing tool. My company has definitely seen both sides and we remind you to think of e-mail "costing" as much as postal mail. Our advice: 1) Use a professional e-mail marketing service (there are several really good ones) 2) select and customize a nice templat Read More

This is a short article that discusses the advantages of one-on-one computer training. Most companies spend money sending employees to take publicly scheduled computer training courses thinking longer is better when in fact the opposite is true. Private one-on-one training can be more effective and cost efficient. Read More

Although there are some key differences between direct mail and e-mail, sometimes old direct mail tricks can work wonders in the relatively new e-mail channel. Case in point: in a recent test I did with a client, we added a Johnson Box to its e-mail control. It generated a 220 percent lift in response rate! Here's a brief overview of the results, Read More

A recent survey found that 81% of consumers don't trust small online businesses. You cannot survive in online business if your customers do not trust you. If they don't trust you, they will never buy and you will fail. It's that simple. Unfortunately, earning customer trust online is not an easy task, especially when there are so many bi Read More

Sales Attention Deficit Disorder (SADD) is a growing problem among professional salespeople. Although we pride ourselves on the ability to multi-task, we often multi-task ourselves right out of relationships and sales. Here are useful tips on decreasing SADD and increasing revenues. Read More

Presumptive presidential candidates Barack Obama and John McCain have both put forth sweeping tax proposals that will shape the American economy for the next decade. It's only one of a number of areas where Republican McCain and Democrat Obama bring distinctively different philosophies to bear. But for small businesses, it may be one of the most Read More