As Carle was walking back to her car after her first meeting with Ann, the COO for a small manufacturing company, she was worrying about her next call to Ann.  The meeting seemed to have gone well—Ann seemed to be genuinely interested, there seemed to be real potential for a sale, but she […]

The simple answer to why decision makers hate cold calls is cold calls are one of the biggest time wasters for them.
Decision makers hate cold calls and have no interest in taking your call because all you do is waste their time.  Period.
Now, you don’t see it the same way.  You believe you have something […]

I’m sure you’ve heard of social media. I’m sure you’ve heard what social media can do you for your business. I’m sure you’ve heard that social media is going to change your life. I’m sure you’ve heard that if you’re not involved-if you haven’t embraced social media unquestioningly and with checkbook open, you’ll be left […]

Three Tradeshow Benefits to Embrace Rising Gas Prices
By Susan Friedmann
It’s no surprise that oil price are rising through the roof, bringing the cost of gasoline and aviation fuel along for the ride. This morning’s newspapers report that $7 a gallon gasoline might be on the horizon - a staggering number that has dire implications for […]

Three Tradeshow Benefits to Embrace Rising Gas Prices
By Susan Friedmann
It’s no surprise that oil price are rising through the roof, bringing the cost of gasoline and aviation fuel along for the ride. This morning’s newspapers report that $7 a gallon gasoline might be on the horizon - a staggering number that has dire implications for […]

Ten Tips for Successful Negotiating

The ability to negotiate successfully is crucial for survival in today’s changing business world.  Negotiation is fun if you know what you’re doing.  So for all you busy executives, here are Ed Brodow’s Ten Tips for Successful Negotiating:1. Develop “negotiation consciousness.”  Successful negotiators are assertive and challenge everything.  They know that […]

June 9 through 13 is National Sales Lead Management Week—so taking some time to visit the Sales Lead Management Association site and blog to get the latest on managing leads would be a good way to spend a bit of time this week.
In addition, the association although fairly new has just reached 500 members. […]

I’m hearing from more and more salespeople and managers that life on the street is getting increasingly tougher.  That’s true, it is.
I’m hearing from more and more salespeople and managers that finding ways to get in front of quality prospects are also getting tougher.  That’s true also.
I’m hearing from more and more salespeople and managers […]

I’m a salesman.  I sell sales training, management consulting, coaching and speaking presentations.  My clients are companies, individual salespeople, business owners, and business and industry associations.
I prospect.  I have to if I want to stay in business.  I, like every other salesperson, am constantly looking for potential new business.
I also market my services and myself.  […]

Consumers today, both individuals and businesses, are more discerning in what marketing they respond to. They inundated from the time they wake up in the morning till the they time they hit the bed at night. They are completely surrounded by marketing messages—from the clock/radio’s ads when they wake up, through the billboards, direct mail, […]