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The fifth 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 being Adaptable vs. Prepared. Read More

If you have been overwhelmed by all the social media marketing hoo-ha that is happening all over the business world, this is a must read article for you. In this article, small business marketing expert, John Jantsch shares 7 simple truths of social media marketing. Read More

Twitter Business Reasons: Here are 15 comprehensive reasons for a business to utilize Twitter. The list was compiled after reading Twitterville, by Shel Israel. Read More

You need to shed the deadwood to drive forward, fire the bottom 10% of your account base. The bandwidth you recapture will allow you to refocus on gaining customers that are like the small minority that currently drive your revenue. Go ahead, fire some, it's alright. Read More

An important part of small business marketing is estimating the size of your target market. Here are tips to help you. Read More

Whether you are in corporate strategy, marketing, sales, or public relations competitive intelligence is critical to your objectives. Why are so few formalizing the process? I’m not sure, but that smells like opportunity. Read More

This is the final post of a three part series dedicated to building a championship pipeline. At the end of last week’s article, I touched on the idea of “balance.” No, I’m not talking about work-life balance. I’m talking about the size and viability of your prospects.

Are you chasing mice, elephants, and ghosts? You may want to chase some more than others… Read More

The most important component in improving on the 80/20 rule is the front line sales manager. While yesterday we looked at the concept of changing the status quo in many sales situations, today we look at the role of the sales manager and their ability to truly lead, manage and coach. Read More

What kind of impression are you making on your prospects? Is it the right one? Are you clearly demonstrating that you care about your customers by what you say and do? Read More

Every now and then we like to post questions we receive from our blog visitors and take the time to answer so that everyone can learn and also chime in with their own thoughts. Here’s a question asking about how to write a press release headline. Read More