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Your sales results are the result of what you believe and how you act on those beliefs. At the halfway point of this year, let’s do some checking in Read More

Back in January, I realized I was wrong about proposals. I don’t do them anymore. I admonish clients and colleagues when they talk about writing one. A Recommendation Summary, while extremely similar, is profoundly different. And it’s much more than semantics. As an outsider, I humbly submit my proposal for possible consideration by the all-powerful decision maker to whom I must defer. As an insider, I offload the tough task of preparing a set of recommendations to address a pressing issue from the harried, overworked customer executive and am appreciated as a high-value team member Read More

There are a lot of things that seem beyond explanation in this world, and would seem to be supernatural or paranormal. It goes without saying that this extends to sales as well, where many things sales people do can only be explained as being paranormal. Trevor Stevens takes a humours look at some Read More

I want to share with you a an experience I had negotiating a contract. During this process it struck me that even though we know there are no fairy godmothers, we still believe they will take care of us.

My boss had once warned me about taking that approach adding,

"You can lose your shirt if you don’t get your pricing right. But you will lose your business if you compromise on your terms and conditions.

Don’t take shortcuts on conditional as there are no such things as fairy godmothers to bail you out."
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The Top 3 sources for referral traffic is Facebook, StumbleUpon and YouTube. As a business blogger, what should you do to benefit from them for your blog Read More

Improvement begins with the willingness to take new actions and to adopt new and better behaviors. To know that what you are doing is wrong and to continue to do so is no better than not knowing Read More

A good entrepreneur is not necessarily a good salesman. In fact, they are often the opposite, more focused on building things rather than selling them. Yet, in today’s world of information overload and global reach, marketing and selling skills are critical to the success of every startup Read More

Who says you can`t get any work done as a freelancer or consultant during these summer months. Here are 3 tips to help you stay productive during the summer.. Read More

The other day I was having dinner with a close friend. He’s the President of a division of a company. Eventually, the conversation got around to social media (is it something about me?). He said, “Dave, I just don’t get it, you keep talking about social media and how important it is, but I just don’t get it, I don’t have time for it, my customers aren’t using it Read More

One of my friends let me know about this service called Xpenser. Here's a little excerp from their site: We were fed up with how painful expense reports and .. Read More