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Am I incorrect, or does it seem like some, even many, who make their living selling are not thirsty for knowledge, are not sufficiently curious about their customers, are not passionate about learning how to improve? Am I wrong? Read More

First impressions go a long way in sales, casual is casual, and B2B sales is not casual. Command the respect you deserve by looking the part of a pro. Read More

Focus on Customer Excellence, Sustainability, and Quality and mean it! Over the last decade retailers like Wal-Mart have evaporated margins, chased away U.S. manufacturing and brainwashed the consumer to believe that cheap is good regardless of quality or service. Read More

A review of social media in different regions of the world as many businesses look at how to use social media within an international marketing campaign. Read More

A short piece on the outsized results of reading. Read More

Customer service, something we as business people and also consumers encounter every day. From grabbing our first cup of coffee at our favorite store to our first phone call of the day, we take part in the consumer experience as well as have an impact on our on customers experience. Read More

Love it or hate it, cold calling is here to stay. But is it right for your company and should your sales staff be the ones 'dialing for dollars'? Read how to figure out what will work best in your situation. Read More

Tips for marketers on increasing the acceptance and pursuit of the sales leads they generate. Generating leads that sales drops everything else to call. Read More

I wasn't sure what to talk about at Startup School, so I decided to ask the founders of the startups we'd funded. So I sent all the founders an email asking what surprised them about starting a startup. I got over 100 other responses listing the surprises they encountered. There were very clear patterns in the responses; it was remarkable how of Read More

If you're not getting the response you think you should be getting, look at the offer first. The strategic process in old-fashioned Direct Marketing is matching up the right list with the right offer— segmenting the list into micro-segments (or “splits”), and tailoring specialized offers to make the offer more relevant. Read More