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"Since getting into the business, I’ve learned to drop my grammar pride. It’s all fine and dandy for writing research papers, but when you’re writing marketing materials, the rules don’t always apply. Sure, you don’t want punctuation mistakes or misspellings, but there are some academic no-no’s that work great when writing sales materials. Here’s a few of them. Read More

I read a true story about a pessimistic railroad engineer who was let out of work early along with his coworkers. In the process of shutting down, he accidentally locked himself in a refrigerator car. Knowing his coworkers were leaving for the day and realizing the dangers of being trapped in freezing temperatures all night, the engineer began to panic! He yelled for help and banged on the door, but no one could hear him. Eventually, the engineer accepted his fate and “froze” to death. The next morning when the police examined the scene, they noticed something peculiar.. Read More

To advance from commitment to commitment in moving your deal forward, you have to create the value on every sales call that will earn you the right to your next sales call Read More

Bit.ly is a great little tool for shortening long webiste addresses. The major benefit from using Bit.ly is the analytics package which shows you where your traffic is coming from as it relates to companies and also from what website sources Read More

Linkedin groups recently had a makeover. I currently manage a number of LinkedIn Groups including Social Media Ireland & Sales Leadership Ireland. In my my post 50 ways to get more from Linkedin, I mentioned that creating a successful Linkedin group is an really great way of using Linkedin to network. Here are some pointers to get you started Read More

Is it possible to sell without a sales process? Can you be successful engaging customers without a plan?

It happens all the time. I even hear sales people brag about “the art of sales.” The bravado of natural born rainmakers sounds good, but it’s a fool’s errand. It simply doesn’t work that way.

The best don’t sell by the seat of their pants Read More

The Burger King Corporation seems to be on the cutting edge of green technology, with the unveiling of its new energy efficient BURGER KING® restaurant located in Waghäusel, Germany. The eco-friendly design developed in cooperation with Wirsol Solar AG ).. Read More

Should I invest in Actively Managed or Index Tracking Funds?
I was reading ‘The Elements of Investing’ by Malkiel & Ellis... Read More

If we are truly looking to engage with customers and prospects….is it better to jump up and down in our showrooms, exclaiming our virtues…or rather walk up and down Main Street, shaking hands and offering our assistance to our neighbors Read More

Do you find that you get started on a task with a big burst of energy, hit an obstacle and while it might knock you back a bit you keep going, then hit another obstacle.. Read More