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The time to ask these questions is now, before you take action. Don't wait until after your employee is gone. Read More

You can tell what an organisation's answer to this question is by how it manages its bids, tenders, proposals and responses to Invitations To Tender and Requests For Proposals (ITTs/RFPs). And by its win rate. Read More

A tutorial that will focus on what it means to become a thought leader. Learn more about the benefits of building a reputation as an expert in your industry. Read More

This is part part 5 of the 19 Guerrilla Social Media Marketing Secrets inspired by Jay Levinson and adapted by Shane Gibson (me). Here's today's 3 Guerrilla Social Media Marketing Tips: 12. Dependent — “The guerrilla's job is not to compete but to cooperate with other businesses. Market them in return for them marketing you. Set up tie-ins Read More

Have you ever wondered why a sales person can be a superstar at one company, only to fail miserably at another? That was the topic of this week's episode of the Sales Management 2.0 Podcast with special guest Lee B. Salz, President of Sales Architects. Read More

Every best of breed sales organization has a clearly defined sales process that evolves based on market realities. The most efficient way to ensure ongoing execution of the process and that it continues to serve the clients' and the organizations evolving needs is to deploy it through a proper CRM. This presentation show the integration of a pr Read More

At this point in his career, Jamie was 30 years old. Retirement had to seem at hand. He had his chance, his time should have been over. But instead, this is where the story of persistence starts... Read More

The author tells four short stories with applications to sales and sales management. One is about ladies with the nickname The Oatmeal Queens. Read More

Today is day 12 of the 28 Days to Better Selling. Following the theme of prospecting and client development tools the next two days are about Twitter for Sales People (and any other business person for that matter.) how you start using is Twitter is key. You're joining a community and introducing yourself effectively can help you build brand an Read More

We need to be more accommodating to prospects in how we communicate with them. Read More