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Last week in our podcast we discussed “Integrating Social Media Into Your Sales and Marketing Process.” Today I would like to talk about what a social media roll-out plan could look like for your company or department. If you're a lone ranger, don't worry, this will work for you too. Based upon sections from our book Sociable! here's a 13 point Read More

With thanks to the late Elisabeth Kübler-Ross, I now present my "Five Stages of Grief During New Sales Script Role-Outs." Read More

At times the difference between winning and not is how badly you want the deal. Read More

This takes me back to the time I was working for someone else. Not long after I joined them, they began re-structuring the IT departments of all their companies world-wide. Up until then, each company had their own system that made is very hard to exchange information between each other and also report back to headquarters. Read More

It is easy to hide behind small differences, but it is more productive to make small changes to you sales approach. Read More

To achieve a desired sales outcome, using the correct words is crucial. Read More

People often say, “It's all about building relationships.” The concept is one of those things you often hear about, but rarely get an explanation of what it means. I think a lot of people— whether they know it or not— are confused by the whole thing. Who really knows what it means? If you ask... Read More

In sales we often hear, "it doesn't work", well the good news is that most of the time it does if you put it to practice. Read More

Frustrated by all the objections your prospects are throwing at you? Maybe you need a fresh perspective. This episode of the Sales Management 2.0 podcast will help you work through the objections of your prospects in a dignified and professional way. Enjoy! Read More

As Smallbizbee.com has grown over the past 10 months, so has the number of emails in my inbox.Now, while I'm not claiming to be an email marketing expert, I can tell you why those who have marketed to me have nothing to show for their efforts. Here are the top five mistakes I see them making. Read More