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Let's imagine your customer has just purchased a new barbecue grill, or an entertainment center, or a sunroom. How should the salesperson handle this engagement opportunity? Read More

Business leaders and owners are battling through similar challenges these days. “My business is down, we are struggling, the economy is killing us. I have our team doing what we did in '93, but this time it just isn't working—” Your entire team is watching you and they are wondering— Read More

It is easy to put more focus on the method of forecasting sales results rather than the putting the focus on the purpose of forecast which to drive activity, accountability and execution. Read More

What is it about your use of Twitter, or blogging, or Facebook, or video, or any other combination of social media tools and tactics ,that you believe makes them actually work for your small business? What does not work? How do you manage your time around all this? Here are some answers to these questions. Read More

Selling in the summer is not only easy but fun, people are more relaxed, open and willing to talk. This offers a great opportunity to set things up for after Labour Day now, rather than waiting like others may. Read More

These are the 12 social media tactics that work well for my business today. I usually spend a couple of hours a day on social media. But these tactics work well for me, because I can adapt the time spent to the time I have available. Although they work well for me these tactics may not work for your business in the same way they work for mine. Read More

The impact of this customer comment book on your prospects, and therefore your sales results, can be phenomenal. Read More

There are reasons why people worry about selling on price... Shame and Embarrassment - Client Retention - Margins, Quotas, Commissions - But there is another point of view... Read More

We'd all love to know how to use social media tools to make our prospecting efforts more targeted and productive, right? What if there were an easy way to learn about your prospects before you picked up the phone to call them? Listen to this episode of the Sales Management 2.0 podcast to learn how you can. Read More

The topic of conversation of late at the Sales Bloggers Union has been on Retail Therapy. In a market where people aren't buying it is perhaps understandable to get disheartened when selling our products is so much harder. This article puts forward the idea that buying is in our nature and that deep down buying, for whatever purpose, makes us Read More