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The second 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 Closer vs. Opener. Read More

BY adopting the WOW approach to sales negotiations you achieve the best results for your company, your customers, and yourself. Read More

Seth Godin asks business owners to consider not what each customer represents in a single purchase or contract for services, but rather what the lifetime value of a happy customer who keeps coming back might be. If we did, Seth suggests, we might spend more time, energy and money to bring good customers in, give them great service, try to keep the Read More

It seems clear that Clean Tech is a really 'hot' sector today. But how much growth potential is there for companies with mid-sized or better ambitions? And can such companies get financing? Read More

Interesting points raised about the balance between as well as the leveraging of technology assets and human assets in a growing entrepreneurial firm. Read More

First thing we have to understand in marketing is that attitude does not always lead to behavior. Read More

Most of us agree that social media is valuable — but keeping up with the latest trends can be difficult given the speed at which social media is growing and changing. Read More

Reward systems are a double edged sword. They can prove to be gold mines for the businesses that get them right, but for businesses that get it wrong, the reward system can develop into a proverbial minefield. This article identifies 15 types of rewards that can be successfully used at the appropriate time to reward or encourage appropriate be Read More

These are my favorite questions to start a value-add dialog with your employees. When they know you are interested in them as people, they respond. When they see you know their talents, values and interests, they feel important and become more loyal. Read More

Many of you may shout of course not, that is rubbish as customer care is at the centre of small business marketing. Well doing a Google search may suggest otherwise. Read More