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From the blog...

Business Process

Name It and Claim It: 4 Steps to Develop a Business Process for Proposals

Almost every RFP asks you to define or explain your business process for something or other.  Here are a few of the recent ones that ...

Buyer Fear in B2B Sales: How to Identify It, Address It, and Win It

B2B buyers look for the least risky solution, not the best one. Gartner found that 74% of buying teams hit unhealthy conflict during the decision. ...

Fatal Sales Failures–And How to Avoid Them

Announcing a guest blog series on "Fatal Sales Failures and How to Avoid Them" featuring prominent bloggers, tweeters, sales experts sharing their stories.

Fatal Sales Failures: Lack of Investment in Marketing

Chad Root discusses why marketing should not be left to your sales department.

Killing the Truth

When you make a commitment to transformational change in your company, you have made a commitment to learning. Less obviously but equally important, you’ve made ...

Whale Hunting Practice #22: Plan a Road Show

When your team heads out to a customer’s location for a presentation, how well prepared are you?  Sometimes you will be coming in at different ...