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You need what you need to win the deal. You know that to get what you need, you have to act. What prevents you from acting is fear. Read More

Why training should be the last thing you cut

An organization I’m familiar with anticipated doubling its size within a year and, in order to manage the change that growth would bring, put in a new layer of management. Five vice presidents were installed, all of them promoted from within. Rather Read More

What is the value that you place on a loyal customer? Hopefully you value those that are willing to buy from you again and again. Having a loyal customer base is what every business strives to have. After all, it is easier and more cost effective to resell to a current customer then to acquire a ne Read More

A duck, a bartender, and asking the right questions about web data.

I’ve stated before that web analytics, as a whole, belong to an organization, and not to the web department, or an analyst. Deep within all the numbers and charts are facts. Some of those facts can be understood by the analyst, Read More

Is LinkedIn a waste of your time?  Not if you care about lead generation, building relationships with decision makers, and saving time and money.  LinkedIn Read More

Well, do ya’??? It’s so, so easy to say, “Of course! I’m not a silver-tongued devil, I’m a silver-eared devil.”

OK, let’s say you actually do listen intently after you ask a question. Let’s also say you’re constantly alert for stray comments, body language and all the little nuances of customer Read More

No man is an island & no CEO should make important decisions on their own. Why? Because businesses often have critical things come up where making a decision right could mean life or death for your career or for the company! That's why it is really important who CEOs choose and keep as their key bu Read More

A lot of online business owners focus so much on getting traffic from the search engines and optimizing for Google that they completely neglect the search engine on their own site. This article describes how to improve your onsite search Read More

In a crowded market, if you do not show initiative you won't stand out from the crowd and won't sell. You need to take concrete steps to take initiative and be innovative. Read More

To fight above your weight class, you have to believe that you can win, and then you have to take the actions that that belief enables and requires. Read More