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BANTER gives you a frame work for working through a sale and helping the buyer make the decision to deal with you. Today we look at the first two elements: Budget and Accountability Read More

The term “Consultative Selling” and it’s underlying concepts were first introduced in the book by the same name published in 1973 and authored by Mack Hanan, James Cribbin and Herman Heiser. Although amended and modified countless times since then and in countless industries and by countless sales organizations, the basics remain true to this day. Perhaps they are even more relevant today and are an underlying foundation for Lead Dog Selling Read More

It may sound silly, but the best way you can optimize and market to your niche is to really get to know who you are targeting!

This is a very good read on how to optimize your internet marketing strateg Read More

The other day, my friend Kelley Robertson wrote an outstanding article: Is Your Sales Training Putting Your Sales Team At Risk? The article prompted me to think about: Why is product and sales training separated? What would happen if we integrated our sales methodologies and training into our product training? Read More

Some small businesses can be founded with one market in mind only to find a totally different market where their products and services are much better accepted. One example is Matt Paxton, whose four-year-old company Clutter Cleaner started with the idea of relocating seniors only to discover a much better market in aiding "extreme clutterers," those who collect so many things it begin interfering with their lives. Read More

The credit unions could provide the funding for small businesses and entrepreneurship now lacking from larger banks if Congress could be persuaded to raise their lending limits. What's your opinion? Would credit unions be a good source of loans for small businesses if banks cannot meet the need and should Congress act on this? Leave your comments below Read More

In this review of the book "Social Media 101" by Chris Brogan, Pierre DeBois gives an overview of the tactics and tools you should have at your command after reading. From blogs, to video and audio to LinkedIn, this review gives you a peek into subjects Brogan's book covers. Social media has become a major field for businesses and marketers of all kind. This review suggests another possible resource teaching small business owners to harness the power of social media for their needs Read More

An organization may spend hundreds of thousands of dollars to create the ‘perfect’ ad for them; where it encompasses the values and beliefs of the company through a single television spot. However, these are arguably having smaller impacts on sales. On the other hand, you have a source of basically free advertising with built-in audiences and tremendous potential for ancillary PR through user-generated advertisings. Read More

Improvement begins with the willingness to take new actions and to adopt new and better behaviors. To know that what you are doing is wrong and to continue to do so is no better than not knowing Read More

10 smarter, faster, cheaper, and useful web tools to help entrepreneurs make money, save money, and make life easier Read More