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Whether you are a business-owner without the time, writing skills or resources to sustain a blog, or a writer looking to break into a niche-profession, the marriage between businessperson and blogger can be a match made in heaven Read More

If you are going to network, don’t dip your toe in the water… Dive in head first!

I am a big proponent of networking and referrals for professionals, from generating referrals from your clients and contacts, to getting involved in formal and organized networking groups.

What I can’t figure out is.. Read More

Glance, one of the software tools in my Sales Stack, introduced a very interesting Sales 2.0 concept in their post on Building a Custom Sales 2.0 Toolkit. They framed it in the analogy of the more traditional software stack.

I think they created a very useful analogy Read More

Inside you is a giant, a bigger and better version of you. Most people accept a vision of themselves that is simply too small by conforming to the smaller visions of those around them. Becoming the best you requires having a bigger vision of who you are and of what you are capable Read More

After eight years of blogging, I have started a new business site for sole traders (sole proprietorship) with a publishing platform called Squarespace. I have used Blogger, Tumblr, Posterous and Wordpress during the years. You are welcome to follow my web journey as I am developing my new site Read More

The language choice of “overcoming objections” is ineffective, in part, because of its adversarial connotation. Effective salespeople elicit their client’s concerns, knowing that they are real, substantial, and must be dealt with in order to move a deal forward Read More

Over reliance on social media can give people the illusion of communication when at best it is nothing more than conversation. While it is important to be active in the space, it is also key to continue to execute core sales activities to ensure and benefit from communications with your buyers Read More

There is no substitute for a good needs-analysis and a great diagnosis of your dream client’s problems. But doing so requires that you suspend filtering their experience through your own, that you not ignore their vision, that you understand the constraints and obstacles, and that you ask the hard questions Read More

No sales call should be made without first taking the time to plan the call. Your plan needs to include all of the elements that will allow you to move your deal forward, as well as considering what you might be able to achieve should you not achieve your outcomes or your planned advance Read More

Here’s a freebie: if I were an author looking to get the most out of the social web (and I am), I’d do something along the lines of what I’m about to share. Your mileage may vary, but here’s a decent approximation of the things I’d do. Please feel free to share liberally. Just link back to An Author’s Plan for Social Media Efforts, please Read More