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Leadership begins within, with how you feel and how you interact with the world. If you are interested in developing your skills to become a leader in your small business, then savor this article. Among the 10 steps to courageous leadership include ... Read More

Being honest with your dream client is not always without a price. Sometimes it can cost you your deal, and sometimes when you need it most. If you would be great, then you must be honest at any price, even the price of your deal Read More

A lot is being written about Content Marketing right now and with good cause. Read this post to discover why content marketing is gaining popularity in business circles Read More

When marketing your products and services, competitors are a fact of life and you should not be taken by surprise. The problem usually occurs when you haven’t considered that new competitors will enter and try to entice your customers away from your business. After they have launched it can be too late to take real action with your marketing that will make a difference. Here are 4 tips Read More

"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