This article contributed by my special guest, MJ Gilhooley.
The importance of maximizing technology, rather than hiding behind it, is worthy of note in today’s tech-crazed business culture. Regardless of our server size or our dashboard widgets, blogs and blackberry’s, enduring business is still the result of key, well maintained human relationships.
While the argument remains that […]

There is really nothing new about a sales organization encouraging their staff’s to be ethical in their business behavior.
Many companies though are finding that taking this stance to a whole new level is getting great results.
Organizations from the Direct Selling Association to the Wall Street Journal are echoing the message. Companies can increase their sales […]

The last decade has brought many changes to the sales profession, the internet, global competition and ever more demanding customers. This means you have to continuously look at new strategies for achieving sales success for your business.
Two key items you should keep in mind are the new sales roles the marketplace requires and how to compensate […]

In the consulting and technology service world one of the most important measures that is used is utilization, productivity or billable hours. Production and manufacturing employees are sometimes measured in similar ways.
What this measurement tells you is how much of a resource is being used for the purpose you intended versus what the available resource […]

I have managed and consulted with about a dozen different sales teams over the last 15 years and I continue to discover that most sales reps suffer from a common malady, lack of effective qualifying skills.
Now I am no Sales methods consultant nor am I an author trying to sell a book, I just try […]

My thanks to a special guest blogger, Caroline Melberg of SmallBusinessMavericks.com. This is a content and practical advice packed post, take your time and absorb.
It’s no secret that in today’s world, online success depends in large part on how much traffic you drive to your site. The amount of traffic you get depends on your […]

Funny how some prospects think they are doing me a favor by giving me the honor of being one of three required bids.
I had a prospect lately who asked me to provide them a bid for some product and services even though they had just renewed with their past 4 year provider, he said they […]

This is a shout out for help.
I am looking for information, (books, consultants, classes, etc.) on how to sell and market to various U.S.Governmental entities, such as States, Counties, Cities and Schools. (Not Federal)
If you know of any such resources please leave me a comment or click on the upper left and send me an […]

Today, buyer spotting is a key for those selling professional services, and we have no high tech devices to assist us. There is no radar, sonar, metal detector, heat seeking, magnetic PDA gizmo that will light up and indicate: BUYER AT 20 FEET! BUYER AT 20 FEET! BEARING 120 DEGREES!
At the risk of being crass, […]

One of the key things that must be identified for effective marketing and sales is your USP or Unique Selling Proposition.
The USP is the thing that sets you, your products and services or your business apart from every other competitor in a favorable way.
Amazon.com has “The Earth’s Biggest Bookstore” for example. A USP positions your […]