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By understanding your customers underlying beliefs you can learn how to sell a lot more effectively to them. Read More

Excellent article on the importance of "weak ties" in the effectiveness of networks. Read More

Ever since the '08 election ended, I haven't been watching the news. And guess what? I could not be happier! Read More

Look to building relationships that matter and opening doors when selling. Coffee may be for closers, but closing is for losers. Read More

Article exploring whether social media and marketing will "come of age" for b2b in 2009. Read More

Corporations aren't the only ones that need branding. Individual salespeople are a brand, too. Read More

Prospect couples create an alliance before talking to you, the salesperson. Do you know what "The Alliance" is? Read More

Great post on staying sharp in 2009 Read More

As 2008 has now closed and the sales year for 2009 has begun, it is good to measure where you stand with your customers. Hopefully, you sent out a number of hand written Christmas cards to your customers during our recent holiday season. More importantly, I would ask - "how many of your customers sent you a Christmas card?" Read More

Selling is about customers....right? Read More