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Dave Brock started the mudslinging at a useless forecasting metric, then Anthony Iannarino piled on. These two guys are right on the money – again – and I can’t help but throw another log on the fire Read More

An article from Entrepreneur about why (the author thinks) the ruthless dictator wins in the world of small business is sure to raise your blood pressure. Knowing that there are people out there who are misled into this kind of extreme thinking is almost scary Read More

Most times, people want to help you. But I can guarantee your pitch, dear PR person, will be thrown in the trash or ignored unless you include links to relevant material. I have watched in multiple situations over the past few months otherwise good stories get chucked because it’s just too much work Read More

Half of Americans who have a profile on social networking sites such as Facebook and MySpace are worried about their privacy, according to a new poll. Read More

Referrals are the best way to help grow your business; here are 7 tips to help you grow sales with referrals. In additions there are 8 places to look for referrals Read More

As a sales professional you need to nurture and manage leads to ensure profitable and timely conversion. Here are 5 tips from a market leader that will pay dividends if you put them into practice consistently. Read More

The vast majority of sales proposals suck. Most sales people don't write great proposals and lose business as a result. Here are 10 strategies that can help you create proposals to close more deals and capture more business Read More

Facebook is a place to communicate with friends and family, to share awesome links you find on the Web, to play social games, search for long-lost friends or even chat interactively with your buddies but more and more marketers are taking advantage of it to leverage their businesses on this massive social networking site. Read More

The changes going on in Information Technology (IT) servicing are gargantuan and moving quickly to be service based.

IT delivery as a corporate function is undergoing fundamental change with computing service now often being delivered directly by providers as commodity service to end users.

What does this mean for business and the consumer markets in general and what are the benefits? And what is the outlook for people working in this industry now being displaced?
Read More

Forecasting in sales is tricky business. Using the standard forecasting rule of increasing the odds of winning as a deal progress isn’t accurate and contributes to many missed forecasts. Ask the questions and study the evidence to produce better forecasts . . . and to do something about winning the deals while there is still a chance of doing so Read More