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“A demonstration is one of your best sales tools if you have a high-quality product. It helps get a prospect interested and excited about your solution, and is also an effective way to address the prospect’s specific product-related concerns.” – Neil Kokemuller When it comes to demos, having an action plan is crucial in order ...

Despite what various social media and content marketing experts and “influencers” want you to believe, the fact is that email is still what brings home the bacon. This is not saying that social media and content marketing do not have their place in the modern world of business. This is simply stating a fact – ...

In our final dimension of trade, where are we headed? One thing is clear: We can never turn back.

Jim Rohn, author, speaker and millionaire entrepreneur, mentored the likes of Tony Robbins, the world-famous personal and business development guru, and Mark Hughes, founder of Herbalife International. Growing up on an Idaho farm, his work ethic served him well. Consider this Rohn quote: “Don’t join an easy crowd; you won’t grow. Go where the expectations ...

How well an organization performs is not governed by the quality of talent at the extremes of the bell curve. Individual superstars will always make a noticeable contribution; ineffective employees will always drag results down. When organizations are superstars, it’s due to the performance of the mass of people in the heart of the bell ...

J.R.R. Tolkien, in his children’s fantasy "The Hobbit," makes this excellent point: “It does not do to leave a live dragon out of your calculations, if you live near him.” In other words, it is important to know the lay of the land when planning an excursion—of any sort. This includes social media campaign planning.

In our latest post on the Dimensions of Trade, we now move into the 4th dimension: the mobile society. It is a change that is still in progress, but we see more and more evidence of it every day.

Social media will not sell for you, it will not compensate for your shortcomings as a salesperson, and it will not allow you to abandon all the hard work and preparation that distinguishes a successful salesperson from an also ran.