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I firmly believe that the best thing small businesses and organizations can do to become more successful is to embrace and implement a focused brand development strategy. Unfortunately, there are too many businesses and organizations that either don’t understand branding, undervalue branding, or have misconceptions about how branding can help their specific situation Read More

There are a number of different sales methodologies, techniques and courses, but in the end they are only as good as the execution. Execution - the silver bullet in sales, everything else is just talk Read More

This is a list of items that no networker can leave home without. Some are very obvious, such as: But some are not so obvious. Here are my recommendations Read More

I do! It’s the cry of more and more people regardless of their age – entrepreneurship is a growing trend – yet there is more to being a successful entrepreneur than being self-employed as anyone who has ever tried to build a business will know.. Read More

A few years ago, I was talking to a sales manager. He was expressing some frustration, “I’m doing my job of selling, my customers need to start doing a better job of buying!” When you think about it, there’s actually a lot of truth to that statement — at least the “doing a better job of buying” part. Read More

Sometimes salespeople have a tendency to walk deals in. They try to move from stage to stage without obtaining the commitments that are necessary to win the deal Read More

If someone asked you to sum up your business in one minute or less, would you be able to do it? Or would you panic and be unable to come up with a single thing to say Read More

When developing a plan for operating a sales territory or chasing down a specific opportunity, both the Solution Selling and Consultative Selling frameworks have proven their value. I am far from alone in being a huge fan of the underlying concepts and best practices. These approaches and combinations thereof have supported the transformation of legions of “wannabes” into legitimate sales professionals Read More

A look at five small business case studies presented at TechCrunch's Social Currency CrunchUp that leverages social media to help increase sales & business Read More

Too many entrepreneurs confuse motion with momentum. We all know someone who repeatedly tells us how “busy” they are, when it’s hard to see what they get done. Momentum is moving things forward (mass x velocity). Founders or employees in constant motion, but with no momentum, will kill any startup Read More