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A strategic media relations program takes advantage of the growing hunger for information and creates an ongoing gateway for organizations to share their stories and news in a way that engages the public and truly differentiates themselves from competitors. Here are three ways to make it happen.

The proximity-based networking app Reach is offering 10 tips for those looking to make strong, long-lasting business relationships in the new year.

“Be Prepared.” That’s the Boy Scout motto. So many sales are lost not because the customer doesn’t want to buy, but because the salesperson isn’t prepared to sell. Here are key steps in the sales process that define what it takes to make it happen.

Small business owners often don’t realize the potential value they have with their present client base. By listening to their customers and asking the right questions, a whole world of new business can be discovered.

When a candidate sells themselves as having a “great Rolodex,” what they really mean is, “My Rolodex is full of contacts – and I have no desire to make any more.” You don’t know if those contacts are still on the job, have moved on or changed to other departments. Worse, when it becomes apparent that the salesperson needs to make new relationships, it won’t happen.

Don’t let inefficient contract workflow and a lack of communication derail even the most promising of partnerships. Streamlining the contract process can save time and money and ensure that the energy put into closing the sale pays off.

Understand this: A straight commission pay plan will not allow you to compete effectively for sales talent. Your company must gain and retain top sales talent, so combining salary and a mix of rewards and incentives is key.

Who is your competition? What makes your company better than they are? How can it be explained in such a way that it is convincing? How can you and your team show the kind of value that is important to your prospects? How can it be presented with pizazz and conviction?

Good interviewing involves being detail oriented and reminding yourself of the traits necessary to succeed in your own sales environment. Stay focused, kick out the bad candidates, and you’ll find the one you need.