At the MBA Annual Convention, it was clear to me that our industry has a fighting spirit. We’ve all seen the market go up and down over the years. While this market is unique in countless ways, we know that high interest rates won't last forever—...

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Maximizing your return on investment (ROI) from conferences should be a top priority for anyone in sales and marketing. And achieving optimal ROI depends heavily on advance preparation. With so many moving parts to consider, it can be easy to miss...

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“Content is king.” Those are the famous words written by Bill Gates in an essay published on the Microsoft website back in 1996. Gates went on to write “Content is where I expect much of the real money will be made on the internet, just as it w...

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Perceived urgency. It’s what can make a deal close quickly or delay it indefinitely. For marketers and sales executives, the challenge is conveying that sense of urgency. How do you get prospects to think that what you’re selling is something ...

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I often say that a business card is a company’s most-used brochure. It’s tiny as brochures go, but it has a very similar purpose - and can even have greater importance. Besides providing your contact details, your business card gives those who re...

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