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Helping B2B business owners, executives, entrepreneurs, sales and marketing people from various size companies, deliver more effective business to business marketing, leading to better B2B lead generation, utilizing Social Media and online marketing. Ian is also a long time veteran of IBM.
A Poltergeist in the Office? Oct 06, 2014
Title: A Poltergeist in the Office? Subtitle: How negative energy can destroy an office environment and threaten a company’s culture. Written by Matthew J. Herman (Published Oct. 5, 2014) In spirit of the Halloween... Read More...
How do you define success? Sep 24, 2013
Success is often defined by the eyes of the beholder; however, how an individual defines success is a telling indicator of a person’s inner motivation, character, maturity or lack thereof. As a teenager and even into my early twenties, I... Read More...
The John Elway Sweepstakes: Having the right C-Level relationship puts you ahead of the competition Sep 16, 2013
The John Elway Sweepstakes Having the right C-Level relationship puts you ahead of the competition By Matthew Herman You may be asking yourself, what does John Elway have to do with sales, entrepreneurship or business?... Read More...
Unseen Power: 12 intangible sales skills that will bring your organization to the next level Jun 2013
The world of sales can be brutally competitive. Companies simply can not survive unless they close a significant number of profitable sales – that’s a given. As a direct result, the demand for great sales professionals has grown to unprecedented... Sign Up to Read More ...
Twitter thoughts and Twitter thinking. Tweet and Re-Tweet. Jun 2013
Most people reading this have never tweeted. (You included?) On the off chance that you have tweeted, my guess is you have less than 5,000 Twitter followers – maybe less than 500.Whatever your situation is there’s no denying that Twitter is a... Sign Up to Read More ...
Terrance Gilmore, Fitness Advice from a Former Fat Guy Jun 2013
My Story: As I sat there, head in hands, tears running between my fingers, a single question repeated in my mind, like the light atop a lighthouse, it spun around and around in my mind. How did I let myself get here? At 27 years old, I should be... Sign Up to Read More ...
A misguided post about features and benefit selling Jun 2013
Last week I was sitting down at the kitchen table responding to several inquiries regarding my book. After roughly 45 minutes, my focus started to drift off course. I began to read random posts from professionals that comprise my LinkedIn network.... Sign Up to Read More ...
When you walk in empty headed, you walk out empty handed. Jun 2013
How much of your presentation is “standard”? Whether you sell a product or service, whether it’s simple or sophisticated, how much (what percentage) of your presentation is the way you usually present it? Void of personalization? Void of... Sign Up to Read More ...
SJ Latest Articles
To ensure promptness. By Jeffrey Gitomer Oct 2014
To ensure promptness. An old and new tradition. By Jeffrey Gitomer Ever leave a tip? Sure you have. And most of the time, the amount of the tip is based on the perceived service or quality. Sometimes it’s a combination of qualities: food... Sign Up to Read More ...
Tough sales issues, and not so tough (but not so easy) answers. May 2014
Tough sales issues, and not so tough (but not so easy) answers. By Jeffrey Gitomer Thee 3.5 biggest issues facing salespeople today are: 1. Price integrity. 2. Customer loyalty.... Sign Up to Read More ...
How to Develop a Powerful B2B Value Proposition By Ian Dainty May 2014
How to Develop a Powerful B2B Value Proposition By Ian Dainty Developing a powerful B2B Value Proposition will differentiate your company from your competition. If you are having trouble differentiating your business from... Sign Up to Read More ...
Question and Answer By Dave Kahle May 2014
Question and Answer Clearly, spreading the business around between several vendors is the customer's philosophical approach to purchasing. He/she probably has arrived at this... Sign Up to Read More ...
Can Sales Management Increase Results? Bob Urichuck Apr 2014
Can Sales Management Increase Results? By Bob Urichuck Organizations often promote the best salespeople into management whether they desire to be there or not—it is seen as a promotion or reward for the results they... Sign Up to Read More ...
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Sales Poll
In your opinion, what is the most important sales skill?
Prospecting - 14.3%
Interviewing the client and identifying client based needs - 60.7%
Delivery of sales presentation - 3.6%
Closing - 17.9%
Total votes: 28
The voting for this poll has ended on: Jul 24, 2013
Entrepreneur Poll
What is the most significant challenge for new start up companies?
Product concept - 14.3%
Product development - 7.1%
Startup Capital - 57.1%
Go to market strategy - 21.4%
Total votes: 14
The voting for this poll has ended on: July 24, 2013
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