Meetings Matter

It is remarkably difficult to get live meetings with senior level prospects these days and that difficulty makes it all that much more important.  Paradoxically, because anyone can identify and target a particular individual in a prospect company, he or she becomes "hunted" and absolutely swamped ... [Continue Reading]

15-01 Herding Cats: Being Organized

Salespeople can be difficult to organize: all the more reason to do so. Set simple goals, develop a schedule and use it. Make sure that meetings start and end on time and keep what you expect from your team simple and make them stick to it. ... [Continue Reading]

Trade Shows Are a Time and Money Suck

And you sometimes wonder if they are worth the energy you put into them.   First, trade shows are expensive: when you add up the registration, booth, and shipping fees and travel costs, exhibiting at a trade show can make a big dent in your marketing budget.  Show services will charge you ... [Continue Reading]

Brief. How You Communicate

One of the shifts in recent years in marketing and sales communications is a brutal turn towards brevity. Well, brevity and copy minus all the  euphemisms, jargon, cliches, superlatives and spin that marketing folks love.  The latter is very hard to do - try taking all the fluff out of the copy in ... [Continue Reading]