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The notion of sitemap is not a new one neither for search engine optimisation consultants nor beginners in SEO. However, it looks like not all online businesses understand the importance of having a sitemap as part of search engine marketing strategy. Read More

Sales people sell change. They sell a better future, a better outcome. Successful salespeople know that they sell more than a product or service; they sell change. Follow these ideas to improve your change management skills. Read More

Think you as a salesperson are (or should be) in control of the sales process? Guest blogger Joel D Canfield disagrees. He'd like to remind everyone who's really in control: the customer! Read More

To be effective in sales requires the ability to negotiate. But negotiation with organizations that we intend work with for years, and with whom tremendous competitive value is created, isn’t about value claiming. Instead, it is about being creative enough to create win-win deals that overcome the sticking points. Use these ideas to improve your ability to negotiate. Read More

2010 is supposed to be a big transition year for small business. Indicators show the economy is improving. More guaranteed loans are available for small Read More

My definition of a "dead end prospect" is a prospect with which you've completed your selling process, handled any objections, and, despite your best efforts at doing a bang up job selling, have reached a dead end, without any clear reason why the prospect isn't buying. The dead-ender almost always is a result of
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1) Momentum can cause friction. Don’t be moving so fast that you forget your community.
2) To build a big network, build many interconnected communities.
3) If you’re going to be disruptive aggressive and edgy you also have to be able to take what you dish-out; with a smile!
4) A social media listening strategy has to be applied on-going and consistently if you want to maximize ROI.
5) Google Read More