When you’re setting out to hire sales people it’s important to know what type of sale you’re making. While there are many distinctions in the types of sales that companies make, one noteworthy paradigm is what I call the Pro vs. Bro sale. A “Pro” sale means selling to a professional audience in a professional way. MORE >>

The following are some lessons I learned about early-stage startup marketing. Because market is such a broad topic, I’m restricting these lessons to PR marketing (as opposed SEO, SEM, product marketing, etc.). call this “marketing futures.&# That’s fine if entrepreneurs are your target market. MORE >>

If this is your attitude, your conception of tech support is completely backwards and you're missing out on important channels for marketing, product development, and sales. Tech support is sales. At Smart Bear we made millions of dollars in both individual and enterprise sales without "sales.". That's sales. MORE >>

I’ve been self-employed for the past two years thanks to the world of Internet marketing and my skills as a freelance copywriter. In this column I’ll be focusing on how different forms of writing are indispensable to success in business generally and Internet marketing specifically. Sell the solution, not the provider. MORE >>

I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person. But how to apply “listening&# in a sales meeting? Beware of Crocodile Sales. The much more common is – you guessed it – the crocodile sales person. MORE >>