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 and marketing efforts. [...]

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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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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 Your [...]

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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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