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January 26, 2017

There’s no avoiding it. Regardless of the size of your company or type of industry or profession, social media must be part of your integrated sales and marketing program. And while it is very good to understand the importance of deploying these tactics, it is also imp...

January 23, 2017

I’m not one for rules and regulations, and I don’t much follow any sports except hockey, but one thing I do know for certain is that most sales reps do better and sell more if they have a sales playbook.

The playbook doesn’t have to be an elaborate document although tha...

January 19, 2017

W: Want.

Fact. You must want the business enough to take every action that you can in order to close the sale. Going half way these days will never work. Be smart and strategic so that you may stand apart from the competition and win the business. Halfway doesn’t work,...

January 16, 2017

Sure you don’t want to cold call, but sometimes it’s simply a necessity such as when your sales pipeline is empty and not enough leads are coming in or your networking isn’t generating enough activity.

Most people approach cold calling with a certain degree of fear and...

January 12, 2017

In today's challenging marketplace, successful selling requires much more than just presenting a product or service to a prospect. A salesperson is increasingly expected to be a complex hybrid of marketing specialist, consultant, customer service representative, and co...

January 9, 2017

In 1938, the Finnish government introduced the Maternity Grants Act.  That year, Finland’s expectant mothers each received a baby shower of supplies for their newborn.  All-weather clothing, health and hygiene products, bedding, a toy–these were some of life’s bare nec...

January 5, 2017

One day I went to Diego Salazar Antique Frames in Long Island City, New York. It’s a place well known in the frame game (Merkelson 2013), but I surprisingly found it hidden among steel-doored warehouses just south of Queens Boulevard.  Having seen his frames before at...

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