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Whether you are in corporate strategy, marketing, sales, or public relations competitive intelligence is critical to your objectives. Why are so few formalizing the process? I’m not sure, but that smells like opportunity. Read More

This is the final post of a three part series dedicated to building a championship pipeline. At the end of last week’s article, I touched on the idea of “balance.” No, I’m not talking about work-life balance. I’m talking about the size and viability of your prospects.

Are you chasing mice, elephants, and ghosts? You may want to chase some more than others… Read More

The most important component in improving on the 80/20 rule is the front line sales manager. While yesterday we looked at the concept of changing the status quo in many sales situations, today we look at the role of the sales manager and their ability to truly lead, manage and coach. Read More

What kind of impression are you making on your prospects? Is it the right one? Are you clearly demonstrating that you care about your customers by what you say and do? Read More

I need to warn you this post is a bit more commercial than my standard content, but I use the tool I’m going to tell you about today so much that I think you will benefit from just learning about it.

I’ve been working for about three years to create an online team and project management tool, Intranet, file collaboration, and task management program to run my business and the Duct Tape Marketi Read More

Suggested reading. Read More

New Federal Trade Commission guidelines regarding the use of customer testimonials and endorsements in advertising will start December 1, 2009. Read More

If you have no precise marketing strategy, or even a simple set of marketing goals, social media participation will only serve as a glorious way to highlight that your business is precisely like every other business that says they do what you do. (That's a nice way of saying you are doomed to compete on price.) Read More

Many sales organizations and managers seem to accept the status quo the 80/20 rule brings. While it is very much prevalent, it can be overcome, but for many it is somehow easier to live with it than challenge it. Read More

You can't expect to get the sale 100% of the time. Sometimes the sale is lost to conditions beyond your control. But it does help to understand more about those deals that slip through your fingers when they just may have been saved by foresight and a little more training. Read More