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Picture Yourself a Winner

In the work place, the amount of good things that happen to a person during the day far out number the amount of bad things... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who've had too much to drink.You... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We love to write. We love our work. We love to speak. We hate to SELL.... Read More

Unique Selling Propositions

If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for... Read More

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody says "Yes".How many of you know its proper URL? OK, most of you.How many of... Read More

Selling: an art of a skill?

Selling is as much an art as it is a skill. The basics of the selling process can be learned by anyone, but the practice... Read More


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No Regrets

Here's a chilling thought. If you were to die tomorrow, would you have the same two regrets that many business people share?According to a study,... Read More

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's not you."Hard words to hear. That big deal, the account you've been courting for months,... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It was a fine company. They were growing. They wanted to expand their Service Base. I... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that has been repeated to me over the years, ever since my earliest days of formal... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed... Read More

Open Source Selling? The Next Evolution? The Next Revolution

"Open-source" is typically found in the Information Technology area as a way to provide an open standard and framework for building software projects. The major... Read More

Finding a Used Mannequin

Many stores on a budget choose to buy a used mannequin. Used mannequins are a good deal for several reasons. Many stores do not see... Read More