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Negative customers are a fact of selling. How can you still sell to a naysayer? Read More

In order to fully engage, avoid lies and have a meaningful sales relationship, you need to feel comfortable with asking direct, hard questions. Read More

This is part part 7 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here's today's 2 Guerrilla Social Media Marketing Tips: 18. Experiment — You will have little failures before you have one big success. Constantly test and be curious about the psychology behind what motivates an Read More

In episode 15 of the Sales Management 2.0 podcast, Jerry Kennedy and Colleen Stanley discuss how to build high performance sales teams, even in tough economic times. Read More

A person's likeability factor is often referred to by people such as Simon Cowell when assessing contestants for TV shows like Pop Idol. While it might be a commonly used term, how many of us really understand what it means? How can you use your own L-factor to improve your sales performance? Read More

Ethical salespeople?! Quick! Someone call the Mythbusters! Read More

For many decades, perhaps the most successful client development strategy for both professional service firms and individual professionals has been one of focusing on a small number of high value clients. More recently, strategies have focused on building large "follower" lists - e.g. for email marketing purposes. Either strategy can work Read More

New book launch: A Lawyer's Guide to Creating a Marketing Habit in 21 Days. It's an excellent book - and for 48 hours you can get 34 free gifts when you buy it... Read More

More and more, it seems like people are not answering their phone. No matter how often or what time of day I call, they just aren't answering. When I call over and over again and never get an answer, it's like spinning my wheels. So I began thinking, “Am I really in control?” and “Am I really being more efficient?” I realize now, that if I'm going Read More

While tenders make very clear sense for some products, for others they are an abdication of leadership, an unneccesary process and expense that does not always lead to the right outcome. Read More