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A short piece on the idea that you cannot make people do anything. If you are not getting what you want, you need to alter your behaviors to alter theirs. To succeed in sales, altering your behavior requires resourcefulness and creativity. Read More

Creating an ebook can be an inexpensive and easy way to promote your business or expertise or even to add a new revenue stream for your small business. Seth Godin, who ought to know a thing or two about this sort of thing since he has published a few ebooks of his own, gives this simple technical overview on Squidoo, the social media site he helped create. A few words of caution here. Despite wha Read More

Entrepreneurs are the future of marketing. The remarkable, the useful, the companies with incredible products and customer service will win the marketing game. Read More

Rich Brooks of Flyte New Media explains in detail how he produces and markets Webinars for his business and how you can do the same. Webinars remain a cost effective means of marketing a business and creating revenue, Brooks insists, and the tools needed to create and market them are readily available. Brooks reviews the Web tools needed to create a first rate Webinar then shares some tips on get Read More

Why developing increased wallet share from your existing clients should top your 2010 sales agenda. Includes five reasons why wallet share is easier to develop than a new client, and a short how-to section. Read More

I receive 3-4 phone calls a month from some great folks who excitedly share their small business stories with me. They share their product and service ideas, and tell me that they are interested in franchising their concepts.... Read More

Here is your chance to support continued sales improvement around the planet. In this season of giving, The Pipeline is asking for your support in voting for our article in the Top Sales Articles annual finals. While others are supporting retails through their Christmas spending, here is a cost free way for you to support me and B2B sales. So go to the post, vote now, and vote often.

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Salons and stylists don't just sell services. They sell products. While some resist the sale of products, others in the profession embrace it and add to their income in the process. Read More

The following UnderstandingMarketing.com column illustrates how one person has been successfully using guerrilla marketing tactics to promote a self-published title. When it comes to marketing my new book it has been guerrilla marketing all the way. I did not have time to wait for others to validate what I had to say or give permission for my writing, so I self-published and planned how I was go Read More

Here's a long list of 33 books that an Internet marketer or a small business owner wishing to build a web presence online should read. A lot of small business owners that I have spoken to find it hard to read blogs because the content don't come in a step-by-step (chronological) manner. Thus, reading a book is always good for the basics. Read More