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Maximizing customers means making the most of those who walk into the shop or use your sit, by ensuring that they get what they want and can be persuaded to buy more. Read More

I’m constantly about how few sales people really understand what their customers are buying. They know what they are selling, but they can’t explain what they are selling it for—that is why the customer is considering buying the solution and the value it creates for them. Read More

In Tom Peters’ The Little BIG Things, on Item #46, he makes the point that “Everything Passes Through Finance.” It’s such a important, yet too often ignored critical success factor for sales people. In virtually every situation, Finance is always somehow involved in the sale. Sometimes, it’s ju Read More

I’m constantly surprised by how poorly many sales people communicate within their own organizations. Sales people complain, “I’m not getting the information I need to finalize my proposal to the customer,” “My customer isn’t getting the service levels I committed,” “I’m not getting the support I Read More

It probably should go without saying that in order to sell a company, customer or client a solution, there has to be a problem that needs to be resolved. So what about your small business? Are you selling a solution where there is no problem. If you got your foot in the door on personality and char Read More

This morning, I was out for my morning run around the lake. Up ahead, I saw a guy approaching, wearing headphones, smiling, head bouncing with the music. Looked like he was having a great run. Everyone he passed, he shouted, “Hi!” Read More

I got a really interesting email today–actually, I get these emails periodically from various organizations. Today’s was from a very large company that we’ve done business with before (we are a customer of the company). The email was very personal, it started: Dear Dave………. Read More

No, I’ve not decided to convert this blog into a lesson on Anatomy, I actually want to talk about systems. But I don’t mean systems–technology, I mean systems–the way thing work, how things interrelate, specifically in acquiring and retaining customers. Read More

State and local government contract opportunities are abundant and, since most states “set-aside” a certain amount of contracts to small business each year, the opportunities can often be a good fit for small business. Here are seven tips for getting started in the state and local government marke Read More