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Write a Better Executive Summary

Executive summaries seem simple--until you get them wrong. Make sure you're following this simple outline. The most important part of every sales proposal is the executive summary–but many people in sales get it completely wrong

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Poll: Small Business Owners Feeling Optimistic

When it comes to capital spending, hiring, and obtaining credit, small business owners are looking on the bright side. Despite an economy that’s far from recovered, soaring gas prices, and the import-price index creeping upward, small businesses are showing a surprising amount of confidence as it pertains to capital spending, hiring, and obtaining credit. In the recent Wells Fargo/Gallup Small Business Index, small business owners said they plan to increase capital spending by 28 percent, a notable four-year high

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Why Free Consulting Is a Bad Idea

If you can't draw a hard line, you may end up losing both the sale--and your shirt. On Friday of last week, I posted a list of 10 strategies for outselling a huge competitor . Based on reader comments, one of those strategies ("No Free Consulting") proved a bit confusing

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