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Here are three tips for advancing the sale and establishing a solid next step. If any one of these is missing or if you soften one in any way, you’re increasing your chances of stalling the deal… so be strong with all three Read More

"Since getting into the business, I’ve learned to drop my grammar pride. It’s all fine and dandy for writing research papers, but when you’re writing marketing materials, the rules don’t always apply. Sure, you don’t want punctuation mistakes or misspellings, but there are some academic no-no’s that work great when writing sales materials. Here’s a few of them. Read More

I read a true story about a pessimistic railroad engineer who was let out of work early along with his coworkers. In the process of shutting down, he accidentally locked himself in a refrigerator car. Knowing his coworkers were leaving for the day and realizing the dangers of being trapped in freezing temperatures all night, the engineer began to panic! He yelled for help and banged on the door, but no one could hear him. Eventually, the engineer accepted his fate and “froze” to death. The next morning when the police examined the scene, they noticed something peculiar.. Read More

To advance from commitment to commitment in moving your deal forward, you have to create the value on every sales call that will earn you the right to your next sales call Read More

A client of ours who provides engineering and integration services recently established an alliance with a hardware/component distributor. It’s a great match, dramatically extending the value each company can provide to its customers. The challenge to our client is educating their new partner’s 1,500 sales reps Read More

Yesterday during a Senate confirmation hearing, a U.S. Senator (businessman) was caught sleeping and doodling by cameras.

This chapter in American Politics has implications and repercussions on all of our BUSINESSES Read More

Five tips for successful international search marketing to connect with your international clients. Read More

Being a person of influence requires that you are first credible. Your credibility depends on your ability to prove you have the experience and business acumen to make a difference, to tell the truth when it is uncomfortable to do so, to say that you don’t know the answer to questions but will find out, and to not paint an incredible picture Read More

Hi, folks. Please join me in welcoming the newest members of the BizSugar team. Also be sure to check out our new BizSugar blogroll. You may find links to some of your small business sites there Read More

OK, here we go again… Doesn’t matter what they sell or what their SIC code is, ALL of your customers are in the money-making business. It makes good sense to speak to them in the language they care about most Read More