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I’ve had several clients recently ask me the same question: “Where’s the lead market headed next?”

Well, I’m no soothsayer or seer, but I think these kind of trends are pretty easy to breakdown into reasonable predictions. So, better than giving you a one line prediction. I’ll give you a freebie and walk you through some of my analysis Read More

In meeting your individual sales activity goals, it is easy to call on prospects who are willing to give you their time. But this report fodder does nothing to generate results for you, for your company, or for these prospects. Salespeople are better served by focusing their time and attention on Dream Clients, the companies for whom they can create tremendous, game-changing results. These points will help you to tell them apart Read More

So, your company isn’t helping you generate quality leads? I bet they bought you a list of thousands of leads, dumped them into a database, and said, “Go to work.” …and there you are “dialing for dollars,” making hundreds of calls hoping someone will answer the phone… and when they do, you enthusiastically ask for the name you have on your list and hear, “Who? That person hasn’t worked here for six years.”

That’s not a great way to build credibility… is it?

You go to your boss and ask for help. You say, “I’m willing to crank the phones, but I need better leads,” and you hear, “Stop being negative, that’s just how it is in sales.”

It’s time to take matters into your own hands! Step away from the phones for just one day and take the following three actions Read More

Churn is a reality for almost everyone in B2B sales. Failing to account for them in your planning could leave you short despite your ability to deliver on your "stated goal" Read More

Churn is a reality for almost everyone in B2B sales. Failing to account for them in your planning could leave you short despite your ability to deliver on your "stated goal" Read More

This is a story about what one of my client CEOs just did that turned into a big time home run. Talk about customer focus Read More

Coming up with good content on a consistent basis is hard work. Work that some can do and some can't. If you can' you have two options, partner and give credit where it is due; or you can steal it from others like some do. Please don't steal Read More

A Twitter resource for businesses to learn how to start a Twitter marketing and Twitter networking plan with a tweet plan and strategic networking Read More

Your competitors are arming themselves with the best tools they can in order to beat you. In order to effectively compete and win, you have to arm yourself with the best tools that you possibly can, including your own personal development, your own professional development, your own sales process, and your own proof providers (among other things) Read More

But there is a dark side to the blogosphere that we all should be aware of. And we need to do what we can to stamp it out. Enter one "Michael J. Roman." Mr. Roman may have some excellent qualities, but he appears to be a plagiarizer with a significant body of others' work that he claims to be his own work. Read More