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Creating Your Sales Prospecting Plan – Strategic Alliances

Published in January 30th, 2008
Posted by Michael in Business Strategy, Sales
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  As you put together your sales prospecting plan, give some thought to strategic alliances. Working with a other companies who have Complementary products or services And target the same customers can be a win win for growing leads, referrals and personal introductions. The way it works is that you are leveraging each other’s sales [...]

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Create Your Sales Prospecting Plan – Networking

Published in January 16th, 2008
Posted by Michael in Networking, Sales
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(The following is a summary of the key points from the PBA Cornerstones seminar on Jan 10th. Jeff Schneider, Bill Dolan and myself were presenters) Networking should be an important component of your sales prospecting plan. Most business people get involved in networking at some point or another but very few are strategic about it. [...]

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Creating Your Sales Prospecting Plan

Published in January 10th, 2008
Posted by Michael in Sales
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I had the pleasure of being a speaker at the Portland Business Alliance’s Cornerstones today. Cornerstones is aimed at small business owners and managers. Jeff Schneider of Sandler Sales Training was the lead speaker with myself singing harmony (so to speak!). Bill Dolan from Spirit Media was our very capable moderator. The topic was “Creating [...]

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Two-Step Advertising for Small Business Podcast

Published in January 8th, 2008
Posted by Michael in Advertising, Podcasts
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I have now begun to create a small business podcast library. It was too much to put on here so I have a separate site where you can listen or download the podcasts of interest. The first one in the series is about small business advertising and it is an interview with Liz Walker who [...]

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