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What is prospecting? Simply put, prospecting is putting new potential customers or new business into your sales pipeline. It's not cold calling, although many people think it is. Read More

I've been tracking some discussions about old school approaches to engaging customers.  There are a number people talking about the power of handwritten thank Read More

Marketing videos are a fantastic way to create original and shareable content and right now, they are ranked really well by search engines. But more than the SEO benefits, a good marketing video will help you to engage with potential customers that don’t want to read all about you. Read More

If the internet wasn't already hurting the US Postal Service revenue, closing post offices surely will.

If the closures do happen, this action will not only cause a temporary inconvenience, but most likely affect how business is transacted in the future. I see even more businesses switching to Read More

Let me be clear, these people are very smart, experienced and dedicated to achieving their goals--each of which attacks some part of sales performance improvement. But I think part of my discomfort is rooted in how we solve complex problems. Read More

Feedback from a number of ecommerce store owners and service providers based on their observations. “For us it was social media ‘Experts’ who metaphorically threw a brick through our store window – they launched w/o a security certificate! And THAT is the express lane to ruining an Internet busines Read More

Having a shorter sales cycle is good, but not if it risks getting more sales. Shorter does not mean more efficient, so look for efficiencies that drive more results, that does not always equal faster. Read More

Sometimes momentum is positive, helping you to climb to greater heights and produce greater and greater results. But momentum can work the other way, too. Read More

Management is about making choices and setting priorities. We have to choose to do somethings, choosing not to do others. We have to set priorities and maintain focus. Choosing everything, setting everything to a top priority, consciously or by default (otherwise known as piling on), is a sure path Read More