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As sales consultative sales professionals, we focus on solving our customers’ problems. We qualify customers by finding those with problems they want to solve, focus on identifying their pain and needs, then propose how our solution addresses those better than any others. And our competitors seek Read More

Day 4 of the 10 Days of Twitter – How to search for phrases and keywords on Twitter – see what’s being said about you, your company, your product, your competitors, etc. Read More

About 6 months ago, I started taking lessons in a couple of martial arts, Tai Chi and Kung Fu. It’s been a tremendously interesting and frustrating experience. Progress seems very slow, I feel as though I am still in the “Wax-On, Wax-Off David-san” stage. Can’t wait to get to the painting the fe Read More

You’re a busy CEO of a growing company and you want to feed your sales team with a steady stream of leads ...leads that are NOT out of the phone book. But Read More

Show me the money! Those famous words spoken by Jerry Maguire have transformed into the current business model for companies today. As long as profits are showing and wallets are growing, companies are quick to forget about the most important person contributing to their success- the customer.
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Do you know how to reach out to someone on Twitter? Here’s how to do it. Day 3 of the 10 Days of Twitter. Read More

For years I thought that if I show people how smart I am they’ll want to buy from me. So I gave great advice. And people saw how smart I was. But they didn’t buy.

I made this mistake many, many times before I finally realized what I was doing: I was asking my prospects to skip a step.

There Read More

Words have meaning.

What you say is rooted in what you think about. What you think in your head... slips past your lips.

Maybe not today or tomorrow. Maybe not even for the next decade or two.

But it's inevitable.
Head mojo turns into lip activity.
If you find yourself saying... Read More

Online, when you only have a few seconds to grab your prospect's attention, you want to get the most from them. Here is why online self-service tool sells. Read More