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The ninth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on sales acumen vs. business acumen. Read More

As with all things in sales, it usually comes down to execution, no surprise that it applies to when you choose to change employers or employees. Don't make the move for the wrong reason or the wrong time. Read More

The roots of authenticity obviously begin with oneself but where it really starts to grow and become effective is in the interaction between you and others, as authenticity is largely defined by what other people see in you. So in order to develop ones authenticity it would seem that it is a combination of learning more about oneself and also more about other people. Read More

If you really want to have better results in your business, start by finding something you can be grateful for right now. Focus on the good, and more will come your way. Read More

In these trying economic times, there may be many reasons you might want to outsource your marketing department with a blog or blogs for your corporate brand or small to medium sized business. One of the most important is that, in the realm of marketing, blogs can be an example of the old standby "less is more." A part-time outsourced blog can tell your story, reinforce your brand, raise awarenes Read More

Time management skills are especially important for small business people, who often find themselves performing many different jobs during the course of a single day. These time management tips will help you increase your productivity and stay cool and collected. Read More

The eighth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the B2B sales reps knowledge of their own business vs. their knowledge of their customers business. Read More

Sales process and methodology often fail due to the focus on activities instead of outcomes. Sales still requires a skill set that includes resourcefulness and adaptability. Read More

The seventh in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on selling outside vs. selling inside. Read More

For those who sell in consumers' homes, the in-home sales consultation is the catalyst to either sales greatness or failure. If you master the dynamics of selling in the home, you master... Read More