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The importance of a good employee benefits plan for your small business goes beyond being a good recruitment and retention tool though those certainly are two key reasons you should have a competitive plan in place. This post from Small Business Notes can help get your business focused on the importance of developing a good plan if you haven't got one already and give you some pointers about what Read More

Optimism allows the salesperson to continue in the face of adversity. It allows the salesperson to hear no and to lose deals without attaching the negative meaning that would prevent them from taking future actions. Read More

How to increase the amount your client spends with you and gain a larger portion of the wallet. Utilize other products or services that your company sells to remove the competition. Read More

The best way to demonstrate value is to increase your value to your buyer. You can differentiate not only based on what you deliver, but how you sell. Deliver value, not subservience. Read More

What is Culture? Here are some great definitions of culture taken from Cross-Cultural Twitter Interviews of cross-cultural and international people on Twitter Read More

I have been running through a lot of questions in my mind lately… but there is one question that keeps popping up, “Has sales become a role where only the elite survive?”

Chad Levitt from the New Sales Economy blog recently invited me for an interview on his site. He asked me some great questions and I decided to lay it all out there and share my perspective of what front line sales people ar Read More

It was a college prank, but I'm sure at least one driver must have driven up to the sign, stopped, and turned around. This happened even though there was no road construction, no bridge out, and no tree on the road from a logging truck. Read More

Grow your current sales by calling on past clients. See where you can add value and reduce the cost of sales. Read More

While there are ways to jumpstart your traffic (like StumbleUpon) many sites don’t have the resources that others have to get more traffic for your site. You don’t have to spend money; all you need is the proper mindset and a lot of eagerness. You also must have the drive and perseverance to do hard work and research to generate more traffic for your site. Read More

Thoughts on when it is okay to fail and when it is not okay to fail. These meditations focus on the contests in sales, as well as the contests in life. Sometimes it is okay to fail, but never when it is a failure that could have been prevented by additional effort. Read More