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Completed sales are like oranges: they are the fruit of a process. Try to shortcut the process, and you're likely to get genetic mutations. Pay attention to creating a great process, and your results will improve dramatically! Read More

We need to be more accommodating to prospects in how we communicate with them. Read More

Thanks to MRIs, we now know what's going on in the brains of shoppers. Read More

But isn't it also very 2009? Read More

As a sales leader you must focus on what you can control in times of crisis Read More

There is nothing more annoying than putting effort in a prospect to then end up following up with no effect, but procrastinating and delaying is detrimental to both the seller and the buyer as it wastes time. You may not notice it but you are expending energy that could be saved quite easily. Read More

The difference between good selling and bad selling in some ways comes down to your objectives and how well they are aligned with those of the client. Read More

Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person... Read More

While many businesses have realized search engine marketing is a smart way to grow a business, some launch a website, start-up a PPC campaign, or invest in professional SEO, and neglect to spend time optimizing their efforts, leading to low conversion rates to less than stellar search engine rankings. The good news? A variety of tools are availabl Read More

Want to help end the recession? Jerry Kennedy suggests a shift in your perspective and a change in the way you process the information coming at you from all around. Read More