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An 8% improvement in the productivity of your existing sales team will result in the same sales growth as if you were to add 27% more reps. Wow! Read More

A sales process is absolutely critical to making your number, BUT you have to have the right sales process.

Measuring activity will kill you and your team. Measure results. Figure out how your customer buys and you have your sales process. Read More

Announcing the creation of the Motivation 101 Blog fan page on Facebook! It's a new community for sales- and business people to connect and share ideas and information about staying motivated. Read More

Of course they do. The trick is measuring it in ways meaningful to your company and ways that allow you to assess its impact for those doubters in your company. Here's a proven, simple, methodology to do that. Read More

For most businesspeople, deciding whether to call an attorney should be like deciding whether to go to the doctor. If you have severe chest pain, odds are you're not going to hesitate to call your physician or hightail it to the emergency room. But if you just have a bad cold, you might wait a few days to see if it turns into pneumonia before you drag yourself to the dreaded doctor's office. Read More

When it comes to tools designed to help small businesses best manage their Twitter accounts, there are two major contenders in the space right now that you should consider: CoTweet and HootSuite. Read More

According to an article in the Harvard Business Review a few years ago, an 8% increase in the effectiveness of your existing sales force is equal to adding 25% more reps to the team. Given the choice, I would rather work on effectiveness, here are some simple measure towards that. Read More

Dear Sales Dude: I just wanted to get back to you about that proposal you gave me. I just have two teeny things to discuss with you... Read More

When people think branding, they often just think it’s a logo or business card. Or they think of the opposite extreme like Apple or Virgin and assume they will never have the budgets to “brand effectively.” While dazzling branding is more than just pretty pictures, it also is something that is easily attainable, if businesspeople put the right thought and effort into it. Read More

Pioneer presenters are using social media to engage their audience and extend the reach of their ideas. Here are 9 tips for improving your presentations with social media. Read More