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I consider myself a hardcore hunter. I love prospecting and cold calling… but I don’t care how much of a hunter you are… every sales person has a breaking point.

If you are a small business owner and your sales reps have to make 100, 200, even 300 phone calls just to get an appointment… then of course they are going to hate the process.

The key to success comes from... Read More

Particularly in entrepreneurial and family owned business situations, the pursuit of personal happiness is the key motivator. This article helps business owners learn how they can maximize their happiness through learning about the ‘right’ and ‘wrong’ of happiness motivation, ‘the why’ of happiness motivation, and ‘the science’ of it. Read More

Irish businesses tend to first target marketing when it comes to cutting costs, although academic findings suggest they should do the very opposite to survive the recession and thrive thereafter. Read More

The ability to sell requires a strong ability to diagnose the client’s problems and challenges. By diagnosing their problems and challenges, and by developing a full understanding of their root causes, the professional salesperson can build a solution that perfectly matches the client’s needs, improving their performance and providing them with the outcome they desire. Read More

I recently had a reader send me some great questions regarding my strategies for leaving effective voice mails, dealing with unresponsive prospects, and working with gatekeepers. I wasn’t sure if any of our other readers were dealing with these challenges (SMILE)… but I decided to “chance it” and share the Q&A with you! Read More

Good sales people are out there everyday involved in or initiating change. But as group or profession they sometime fail to see the changes sales should be implementing to stay vital. Failure to embrace change in sales will open the door to unanticipated change on a grand scale. Read More

When potential customers are waving buying your product or service or wanting a refund what do you do? Do you engage in a dialogue to understand what the problem is or do you just give them the refund? This is a story how one company tipped the balance in their favour and gained a very happy customer. It all started with a simple email. Read More

In the past, success in sales depended very heavily on the salesperson’s sales acumen. While sales acumen is still necessary, business acumen is now equally (or in some cases, more) important than sales acumen. The business of sales is now the business of business. Salespeople need the business acumen of a great general manager. Read More

We've looked high and low to find the Internets best social networking sites specifically designed for small business, entrepreneurs, and startups. Here's the ultimate list! Read More

The reason that self-promotion works and self-adulation doesn’t is because self-promotion is the art of spreading ideas, concepts, and a greater vision. Self-adulation is just the promotion of accomplishments, deeds that have already been done...

As I read through this recent article on CopyBlogger, it makes me think of Top Performers Turned Managers. These managers quickly learn... Read More