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According to Mark Sellers, an opportunity isn't really an opportunity (and doesn't deserve significant resources) until the customer has committed budget dollars to the project. He says that until this takes place, it's crazy to write proposals, make multiple business trips, or put the revenue from that “opportunity” into your forecast. Ins Read More

The funnel has become a cylinder inviting leads at one end, who become customers at the other end. During their journey through the cylinder your marketing and sales need to feed them and exchange concepts, strategic ideas and insights to move them further towards to their purchase decision. Read More

Instead of a data entry and reporting system, the CRM needs to change into an aggregator of data from different sources. Read More

Organizing an educational event, seminar or conference is a great way to get out of the office and network with prospective clients and promote your small business within your community - But how do you minimize some of the risks associated with educational event marketing i.e. high costs, creating buzz, offering value, etc? Read More

Second in a 2 part series with some excellent tips on effective communications in sales. Read More

As the new year is just around the corner, some of you might resolve to take a step forward into becoming a freelancer. With the way the economy has been, it wouldn't be too surprising if the freelancer ranks grow in the next few months. Here are a few tips to get you started. Read More

There are no real 'secrets' you need to learn in order to increase your blog traffic, so today I'm going to share what I know and how I effectively build traffic. This can be used on sites you are just starting up or on blogs that are already established, there should be something here for everyone to benefit from. Read More

Making a list of any kind is deadly. You miss people. You upset people. You exclude people. Lists are downright dangerous. And yet, I want to show you 8 bloggers that you should be reading, if you're not already. How about this: if you think your blog or someone you admire is should be on the radar for 2009, feel free to add a link to it in the co Read More

Recessions naturally inject fear and panic, which is only heightened by every discussion of market losses, layoffs, bailouts, and somber predictions. We're only human after all; of course everything affects us personally and emotionally. Fear is not a catalyst for productivity however. Read More

The homily at Church yesterday was about simple gestures. It was how an anonymous person left five full lunches (sandwich, fruit and pretzels in each) on the steps of the church. The next morning those five lunches fed five people who needed food. It created five incredibly happy people and also eased the burden on the church's "back door" p Read More