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Google recently released their Zero Moment Of Truth book and concept. It makes a lot of sense - but they haven't got everything right... Read More

Everyone tells you to keep in touch with your potential clients. But it's not enough.

To successfully nurture relationships and win clients you need to do more. This articles shows how lessons from gardening can shape a successful approach. Read More

Marketing Presentation Tips: How to grab and hold the attention of your audience right to the end of your talk. Read More

One of the stories I hear the most often from struggling solo professionals or small firms is that they did well for a couple of years after starting up and then just kind of plateaued. This blog post shares an important strategy to avoid that killer dip. Read More

How to create an effective Linkedin profile to get more clients for your consulting, coaching, accountancy or legal busines Read More

How an argument over Twitter showed me a thing or two about ethics. In particular, whether it's more important to write interesting material that attracts readers - or to give them the very best advice. Read More

The ability to sell requires a strong ability to diagnose the client’s problems and challenges. By diagnosing their problems and challenges, and by developing a full understanding of their root causes, the professional salesperson can build a solution that perfectly matches the client’s needs, improving their performance and providing them with the outcome they desire. Read More

Salespeople open relationships. Opening relationships is built upon the ability to prospect. Successful salespeople are disciplined with their prospecting, and they obtain commitments to explore working with and for their prospects. They open relationships by developing trust, and by demonstrating their willingness and their ability to create value for their prospects. And they use every method a Read More

Sales process and methodology often fail due to the focus on activities instead of outcomes. Sales still requires a skill set that includes resourcefulness and adaptability. Read More

The seventh in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on selling outside vs. selling inside. Read More