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If I have to be polite to one more so-called marketing professional, manager or executive who proudly shows me his or her blog that consists of post after post after post focused on product this or service that or feature X or internal announcement Y or some other such eloquent drivel that has inha Read More

Dreamland Interactive, a business partner of The YPS Group, took a major step in its ability to deliver e-Rep content development services. Their new radio studio in Atlanta, GA was specifically designed to support business talk radio and help clients solve the prospecting problem. Read More

I stole the title of this post from another blog written by my friend Jeff Wolfe. Every sales pro needs to read Jeff’s post and then do two things. Read More

Make no mistake. There is a gap between your mind and your mouth. Neglect filling that gap before making the call or presentation and guarantee less than optimal results. Read More

It’s tough out there. Yeah, the economy seems to be recovering a bit, but it’s still pretty ugly. Seems like a lot of the folks I interact with feel like this is the “new normal” and that the economy will continue to stumble along for years and years. Read More

Customers are a demanding bunch. They have to be because of the intensity of the competition they face and the fact that their customers are just as demanding. It puts a sales pro who genuinely cares about the customer in an odd situation because…

They don’t care about you. They don’t care about Read More

Do you have enough time? Does any sales rep have enough time to get it all done? And how about our customers? How many of them have enough time? How often are they just too darn busy to meet with us? Maybe even more significant, how about the whole network of decision influencers within each o Read More

The internet has far more mass than any other form of mass media. Fine. I get it. Everybody gets it. It’s beside the point! Read More

My colleague Todd Schnick is a smart guy. While I can’t lay claim to thinking up the “14 arrows” I talk about in today’s podcast, I sure as heck can use them to generate marketing muscle! If you want to read about them, check Dreamland Interactive. Read More

Let me first state a few aspects of my opinion about sales forecasts:

* They are the only rational basis for setting the priority of items on your ToDo list
* They are therefore indispensably essential
* They must be updated continuously; by every sales rep, manager and executive
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