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I've had a terrible song in my head this past week. As far as I know, this song only exists in my head. Apparently, it's a tune my subconscious mind created, perhaps out of boredom, or perhaps as a payback to my conscious mind for something it... Read More

Decisions are made in different ways by different people in the same organization. Knowing how to navigate all the Decision Maker's Zone is key to B2B sales success. Read More

'Openness' is a topic that is increasingly being talked about. From reading and listening to the discussion, it is clear there is no consistent definition of what Open is. However... Read More

I had the great pleasure of interviewing Jill Konrath of Selling to Big Companies about her excellent new book SNAP Selling. Read More

If cheap clothing is not good for professionals, how can a free web site design be good for a professional web site? A free web site design won’t match your business model as each business requires a custom made web site design to look convincing and represent itself professionally and attractively Read More

Popular Mechanics mailed a bunch of sensors on an epic journey to find out which shipping company is the most careful with your packages. Here's what they found. Read More

The Pareto Principle – 80 percent of your business will come from 20 percent of your current customers – holds true to this day especially for small businesses. The key is in knowing how to retain the profitable 20 percent without ignoring the demands of the few who are dissatisfied. Remember that. Read More

More often than not, what allowed another salesperson to win the opportunity was something that you did—or didn’t do—that caused you to beat yourself. Read More

This blog post talks about blogging Blogging and Job Seekers and how to make the internek work for you by building your own personal online CV website to protect online Identity Read More

One of the primary challenges facing a small business owner is uncertainty about the future. (It is also what makes entrepreneurship exciting). We may have an amazing product or service, but we can’t be sure whether this will actually translate into a profitable business model. A budget is an exc Read More