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Small businesses survive on the good credit of their owners and partners. Often you first financing is reliant on the personal credit of the owner or partner. Learn how to fix any blemishes before you start your new venture Read More

Is it possible for a huge database of contacts or thousands of friends or followers to actually reduce your sales output? Yes!

This isn’t another rant on quality over quantity in lead generation. Or a diatribe on how critical lead management is to sales. It’s an important sales discussion about focus, discipline, and misplaced hope Read More

Is it possible to sell without a sales process? Can you be successful engaging customers without a plan?

It happens all the time. I even hear sales people brag about “the art of sales.” The bravado of natural born rainmakers sounds good, but it’s a fool’s errand. It simply doesn’t work that way.

The best don’t sell by the seat of their pants Read More

You learn the best lessons from the simplest experiences. Here’s mine…

Last night I crashed about 11:00 p.m., never even cracking my MacBook to take my typical final pulse for the evening.

I was exhausted Read More

One of the hottest topics in the sales community right now is lead generation. Not just the big marketing programs that your company runs (and you rarely get any good leads from), but personal lead generation. Marketing efforts that you can start, manage, and see results from without any significant investment of time or money Read More

I was an early follower of David Allen’s Getting Things Done (GTD) productivity philosophy. It immediately synced with my observations of what makes sales people productive. Allen’s techniques in personal productivity are most effective with busy people. Sales is a numbers game. Processing high volumes of opportunities–efficiently–makes GTD a bulls eye strategy for sales Read More

There’s been much debate over the role and impact of social media on lead generation. However, after all the pontification it looks like marketers themselves are taking the plunge.

According to a recent Unisfair study of Technology Marketers the top emerging channel is social media for lead generation, with 74% of respondents tagging it as a priority Read More

Success with Internet leads has much to do with how you manage those leads. Maybe even mostly to do with how you manage them. However, that lead management process can very effectively be adjusted to smooth and leverage the diversity of there generation methods.

This brief guide will introduce you to several of the Internet marketing methods lead providers use to generate leads Read More

Glance, one of the software tools in my Sales Stack, introduced a very interesting Sales 2.0 concept in their post on Building a Custom Sales 2.0 Toolkit. They framed it in the analogy of the more traditional software stack.

I think they created a very useful analogy Read More

One of my BizSugar friends, Susan Oakes of Marketing for Business Success, took me to task for my use of Expert in 8 Ways to Become an Expert in Internet Marketing. Our discussion, available here on BizSugar, centered on whether being an expert is necessary in all cases.

Her question really got me thinking Read More