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What happens when social-ism meets capital-ism? Or more to the point, can a publicly traded LinkedIn serve two masters at one time?

Specifically, now that LinkedIn has gone public, the first thing they need to buy with their new funding is a bigger bed to accommodate some new bedfello Read More

Salespeople mistakenly believe that money they leave on the table is only their money. They also leave money on the table that their client could have claimed. Read More

How can you be a superhero? You are already made up of the same stuff as superheroes—or you could be. Read More

If I have to be polite to one more so-called marketing professional, manager or executive who proudly shows me his or her blog that consists of post after post after post focused on product this or service that or feature X or internal announcement Y or some other such eloquent drivel that has inha Read More

Have you ever tried to sell to Mr Know-it-all?
You know the guy. You meet him for the first time and he’s done a ton of research. He thinks he knows what his problem is and what he needs to fix it. He’s looked up you and your competitors and and thinks he knows all your relative strengths and Read More

Sales organizations with a “no soliciting” sign should take the sign down. The message it sends to your sales force isn’t worth it. Read More

Your calls are unanswered, voicemails unreturned. No response on email either. You need the information to move forward. What's next? Read More

There are more options to communicate with potential buyers than ever. As a sales pro you need to explore all, including some none traditional means, as well as some that have gone out of fashion. Read More

If you want to improve your ability to compete and win, you'll study how your competitor views you. You'll write their case against you. Read More

Sometimes your dream client has needs and places orders before you finish the sales process. You can and you should take the order. But finish the sales process. Read More