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Networking is a vital skill for lawyers hoping to bring in new business. Two key learnings from recent research highlight that: a) You need to start early to reap the benefits later - it takes much longer to build a network than you expect b) Formal networking training can accelerate the skill building process - but is most often overlooked Read More

The author describes some of the pitfalls that media sellers encounter when following up on proposals. He also offers suggestions on the best way to follow up. Read More

Some companies are risking trust and long term opportunity with short term thinking driven by the economy. Read More

Martin Lindstrom is a global branding expert and brand futurist who treks across the globe to consult with some of the world's biggest companies on branding. In this interview, he talks with Skip Anderson about his latest book, "Buyology: Truth and Lies About Why We Buy." Read More

A big pipeline is not the answer, the right pipeline give you options to succeed. Read More

Sales management, selling skills, branding and more. Read More

The author suggests that sellers should work on skills that they already possess in great measure. Read More

Why anticipating questions is important in selling. Read More

I love sales like no other profession. From the start, I always sought to discover why very few salespeople were successful while others struggled so much. It was only after having year after year of ups and downs that I finally discovered the underlying secret it takes to be successful in sales. Read More

3 simple but highly effective tips for sales pipeline management in small businesses. Read More