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One of our top performers called me to her cube today and said, “Doyle… I need your help. I was supposed to get a final decision today from a big account I’ve been waiting on. Although the prospect promised to call me… she didn’t. I’ve tried calling her and haven’t been able to reach her. It’s the end of the day, and I’m writing her an email. Can you read over it and tell me what you think…”

I Read More

An overview on how to use content to make sales as opposed to an old school sales letter. Includes tips, tricks and more. Read More

You've written a great business-article. It's informative, educational and filled with tips and advice! Now what? Take a chance that readers will somehow find your blog in the vast expanse of cyberspace? No Way! Post links to these free sites to gain readers AND clients! Read More

A reader asks: “My question is how do we value a company with no sales? I understand it’s an arbitrary valuation but is there anything we can possibly base it on? Is there a “default” valuation for companies in a seed round?” We’ll answer this question with some questions (and answers) of our own. Read More

Professionalism in sales requires two defining attributes. These attributes are intentions and outcomes. Intentions speak to the salespersons motivations. Outcomes speaks to their competency in helping their clients achieve their goals. Read More

With all the opportunities to "touch" your clients and prospects with social networking tools, sales people need to make sure they don't confuse "touching" the prospect with connecting with a real person and developing a real relationship. Read More

Twitter is an unbelievable information sharing tool. If you have a blog for your small business, then you should have the ReTweet button on each post. Read More

Is your small business a franchise, or are you interested in running a franchise? If so then you don’t want to miss the #smbiz Twitter chat on Tuesday, Jan. 5, 2010, from 8-9 pm ET. Join the first #smbiz chat of the new year for a special session focused on running a franchise. Joel Libava, The Franchise King, will be our special guest answering all kinds of questions that pertain to operating a Read More

If you're interested in how to develop a winning CEO mindset, I recommend you copy key pages from the Matt Barrett management play book if you can. You could learn a lot from how he achieved success at Bank of Montreal in Canada and Barclays Bank in London England. Here's how. Read More

I’ve been working through some new ideas on leadership. Everywhere you turn you hear the experts talking about how, “We lack the leadership needed to carry us into the future.”

That’s a problem.

After considering it for the last six months or so, I think I have some of the answers... Read More