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The end of mass

By Tim Calhoun

Mass — we have been chasing it, advertising to it, selling towards it and building our businesses and brands to address it for decades. Unfortunately mass is dissipating, quickly being replaced ...

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What makes customers loyal?

By Lauren McLean

The loyalty of your customers is not something to take lightly. Conventional business wisdom, according to LinkedIn, says that it costs ten times as much to earn a new customer ...

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Overcoming objections

By Napoleon Tetreault

Just as important to listening to the customer when asking qualifying questions, we need to listen to our customers at the close. Last year we talked about asking our customers ...

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