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In many ways, questions are at the heart of the selling process. Great sellers ask great questions. Mediocre sellers don't. Here are 25 great sales questions. While not perfect for every selling scenario, each is perfect at Read More

Books and articles admonish salespeople to "find the customer's pain." This can be valuable, since relief from pain is most certainly a motivation for buying. But are you missing out on Read More

There is a lot of debate about cold calling, who, when, if, why. But at the end, I don't see how you can be in B2B sales and be successful without cold calling. Tony Johnston poses some good questions, but at the end, it is part of the trade no matter who is involved. Have your say. Read More

The first in a series of 10 posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed (according to the common wisdom), and the 10 opposing ideas that are also essential to succeeding in B2B sales. Read More

Don't you wish you had a chart so you could position yourself relative to others in your industry, just like the Gartner Magic Quadrant? Read on to find out how... Read More

An incredible list of 52 small business tips from Canada Small Business at About.com including an index of links to small business articles covering everything from "basic e-mail management" to "phone answering tips to win business" and everything else in between. The index represents a great cross section of tips large and small in an effort to make your small business better. Each link within t Read More

This video from FastBusinessProfits.com looks at "the power of free" in small business marketing strategies. Basically, this is the idea that giving something of value away helps with the marketing process. Though I think the first example given of using free bread, cookies and other pastries to market a bakery is nothing short of brilliant, I think this strategy works best when the thing being g Read More

This is a great post that includes a long list of tactics to make a meaningful change in your business. Businesses of any size can pick 2 or 3 or more of these tactics, implement them immediately and see those meaningful changes happen...today! Read More

At a high level I suppose I understood authenticity to be about being honest and true to ones own values and beliefs, but in reality I think this was a little bit simplistic — in my experience many of us work in complex, politically orientated workplaces where complete honesty and openness are not often possible, practical or effective. So how do Read More