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If you deal much with government agencies or larger companies, you probably know that when they’re given a yearly budget, they tend to spend the entire amount. This is because if they don’t, the following year they’ll get less of a budget. For example, if a government department is given a budget of $1 million ...

Today we are seeing an increasing amount of news and commentary about the necessity for artificial intelligence (AI) to intervene in or perhaps even replace live human interaction in areas such as sales and customer service. I beg to differ with such assessments–but not for reasons of “man versus machine” or other such cliches. My ...

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

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.

Trade plays a key role in sales, and it is of great benefit for anyone engaged in any level of sales to learn the fundamentals of trade. It is also of great benefit to understand how trade has evolved–for every evolution in trade has had a profound impact on sales. Like any endeavor, trade has ...

It is of great benefit for anyone engaged in any level of sales to learn the fundamentals of trade. It is also of great benefit to understand how trade has evolved--for every evolution in trade has had a profound impact on sales.

For sales today, a mindset is at least as important as a skillset. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility, individuality, security, freedom and Network Selling. Another vital part of the salesperson mindset, especially in the digital age, is the speed of technology adoption. Technology Adoption ...

Network Selling is the key to success in the digital age.