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In order not to sell price, you have to do many things right leading up to the end. Even when everything goes perfectly, you are still going to be asked for price concessions. Read More

The suspicion that site speed might be a ranking factor for Google was just a suspicion; that is, until April of last year. Google plainly stated site speed as a factor in SERP (Search Engine Results Page) ranking. What does this mean? Website performance monitoring needs to become part of your SEO Read More

I was already familiar with guest blogging contests as a sponsor and as a reader/voter, but organizing one is a different matter. Here are a few things I learned. Read More

When we care deeply, when we are passionate, we can get a little worked up. If from time to time someone isn’t a little mad at you, you aren’t trying hard enough. Read More

It’s tough out there. Yeah, the economy seems to be recovering a bit, but it’s still pretty ugly. Seems like a lot of the folks I interact with feel like this is the “new normal” and that the economy will continue to stumble along for years and years. Read More

Some sales people get to distracted by superficial things, while failing to dig down and get to the real facts. Just as you can't judge a book by its cover, you can't win customers by staying on the surface of the issues. Read More

There is a difference between a check close and a real and meaningful dialogue. The difference is your intentions. Read More

There is a powerful way to create value for your dream client while influencing them in the direction of giving you more of their time. Read More

I am a relationships guy. Having friends is a wonderful thing, and today, with their help, I have you surrounded. Read More

In this week's guest post by Dan Waldschmidt, Dan looks at why and how we've become a generation of retarded under-performing sales semi-professionals. But don't let the title full you, Dan delivers some fresh insights worth taking on. Read More