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A look at a great new tool for access quality Canadian B2B leads. See how you pinpoint leads and manage budget and still be able to drive your prospecting activities. Read More

A few weeks ago I wrote that I didn’t like business writing when I started out. Why? Well, it took me several centuries to write very long white papers, data sheets, and other sales collateral. Strange word ‘collateral’ isn’t it? The main reason we did this was the ‘assumption’ that customers prefe Read More

As I was hanging up on a call with a new prospect today, the prospect said something that caught me off guard. He said, Dave, I want to thank you for calling me right on time. So few people do that, it's important to me and tells me a little about your professionalism. I really appreciate your resp Read More

Trigger events are the talk of the town these days, but what's it all about? A panel of leading experts separates the noise from the money making. Read More

A short story about the power of thank you notes and attaching your business cards therein. Make nurturing personal. Read More

A week ago, I wrote a post,'Me Too,' Is Not A Value Propsition! With this post you'll think that I've gone mad or am speaking out of both sides of my mouth. But actually this article and the Me Too article represent different stages our Value Propositions go through -- at least in B2B sales. Read More

Over the past few weeks, I’ve been mulling over ideas on Lean Selling----no not what you think.  Every sales organization I work with is lean—cutbacks have Read More

There are all kinds of great sales programs, but it is all just talk without execution. Join us for a webinar that looks more at getting it done rather than being hung up on why.
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Don’t coast out the last 3 weeks of the year. Instead, use it to do something to make a positive impact on this year’s sales results and next year’s. Read More