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There is an amazing number of people in the world who imagine that the law of selling (and business in general) is that one must make a profit by getting an advantage over other people. As a matter of fact, the very opposite is the case. Read More

The sales process is a non-linear. It is the salesperson’s duty to advance the sale from one stage to the next, but not to ignore the needs of their client or their client’s buying process. Sometimes this means going all the way and then backtracking to pick up the pieces in between. Read More

What has been our biggest learning in our attempts to drive adoption of Social Media inside the corporation? Social Media is about People, not about Tools. Read More

This is absolutely true. Melinda Emerson sparks a fire here by reminding you to get back to the basics, examine your own life, and then get your business in gear or started.

From her piece: Believe it or not, your life plan should come before your business plan. You don't want to risk starting a business that might not be a good fit for you and your family. Read More

Honesty and integrity are defining characteristics of successful salespeople. The fact that they are table stakes doesn’t mean that aren’t part of the client’s evaluation and selection process. Read More

For sales success to mean anything, we have to be given the opportunity to fail. The more we have the opportunity to fail, the more lucrative winning at sales can be. Celebrate sales failure. Embrace it. Commit to failing, because you can only succeed in a sales career if you also have the ability to fail. Read More

Find out how the Social Media Success Summit 2010 can help your social media marketing success and what social media tactics you can learn at this virtual event. Read More

Sales managers and executives are constantly trying to figure out if they are going to meet or exceed plan month after month… quarter after quarter. As the end of the quarter approaches, managers call a meeting to figure out what everyone is going to do to ensure they hit their goals. Sound familiar? Read More

No one likes to be micromanaged. But being successful and doing quality work require that you micromanage yourself, keeping yourself on task and focused. Read More

Recent research shows that display advertising improves search performance and increases traffic to a site and also shows that interest generated from display advertising carries over to consumer search behavior. Read More