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A highly successful vice president of sales recently shared his frustration with the members of his sales management team. He felt the managers were focused only on results, and he worried that they were not spending any time developing their salespeople. His longer-term view is based on the belief that... Read More

Social media monitoring is increasingly important for public relations departments and agencies. The social Web is often the battlefield of modern PR. These social networks of companies, customers, and employees are naturally flowing important stories. That makes it all the more critical that PR professionals are monitoring these new media channels.

One of the most important is Twitter. Read More

In a perfect world, every employee would understand that what they do is really in some way to serve a customer. That is what organizations with customers are designed to do. Too often, though, little silos and fiefdoms develop. Many of these silos and fiefdoms believe that the responsibility for serving customers and for growth belongs to someone else. It doesn’t. Growth is always easier when al Read More

When you do not proactively keep in touch with your key customers, you can find yourself needing to constantly gain new customers to stay in business. So how do you make sure you stay engaged with important customers?




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Last week, I asked the question, “Do we have a leadership problem?“ We received some terrific answers from everyone! As promised, this week, I’m sharing my own thoughts on the subject.

The biggest problem with leadership is... Read More

It is time to stop paying for the sins of our fathers. There are very few salespeople today who behave like salespeople behaved in the past. Today, salespeople are smart, business-savvy professionals who have every bit as much professionalism as someone who works in any other business role, and in some cases far more. Read More

Too many business owners aim to please everyone. That's just not possible, though. It's also bad business. Instead, aim to please your ideal customers! Read More

Why do you need customer profiles? It takes out the guesswork of marketing your small business. It helps you focus activities and programs with those customers who will buy from you on a regular basis so you can grow you business.

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Which comes first, like or trust? Do customers need to believe you or think you're a great guy? Which is most important -liking you or trusting you? Read More

Although Google is a great advertising tool, there are other tools that might do better at helping you attract a local audience and manage how much you spend to attract them. Read More