The US elections are barely over. President-elect Barack Obama has yet to take office -- but his campaign has already taught us much about how to reach the masses and motivate them. These are lessons that we, as marketers and tradeshow exhibitors, can...

The vast majority of salespeople do not enjoy cold-calling. Yet, at the same time, it is an activity that most need to do on a regular basis. The biggest reason sales professionals are not more successful in this necessary endeavor is the defense that...

I've been giving some thought to the question, "What's it going to take to ...?" It's a bad, salesy-sounding, cheesy technique. And It's a good technique-when used at the right time, in the right situation. Let's look at...

I continue to be baffled by those who cut off possibilities with a semantic twist. "Cold call, warm call," it's simply a state of mind. Your mind. Your prospect does not make those distinctions. Just because you have designated a call to...

The problem with most marketing (and business) plans is that they are over zealous and unattainable. They're filled with great ideas, but are nearly impossible to implement under normal circumstances. read more Read More...

How many emails drop into your Inbox each day? 25 - 50 - 100 - 200? How do you choose which ones to read, which ones to delete, and which ones to park - to be read whenever you get a free moment? read more Read More...

Do you truly believe that your company's products and services will help your prospects? Have you ever thought, "I know I could find ways to help (company name) if I could just get (prospect name) to talk to me for 20 minutes!" Why is it...

The use of voicemail has become so pervasive these past few years that sometimes you wonder if you'll ever talk to another human being again. Frustrating as it may be, over time you begin to accept it as the new norm. And admit it ... leaving a message...

Tradeshows offer the most overt intelligence gathering environment imaginable. There is no other place where you can find all of the companies in one industry gathered in a convenient location, with all their offerings on display. Helpful booth staffers...

Have you ever noticed what happens when an independent professional speaks up in a group or posts to a message board and says, "I'm not getting enough clients. What should I do?" Inevitably, everyone responds with a different marketing idea...

I first wrote about "Marketing Insensitives" a few years ago. At the time, I had received a call from a telemarketer offering me some "marketing insensitives" to purchase a product. Yes, she really said this. She was not being clever;...

Its been said that salespeople who avoid making phone calls have skinny children. Prospecting for new business is critically important and for the majority of salespeople, it is by far the most challenging and stressful aspect of their profession. Successful...

In today's market you are going to have to get creative to get more customers! read more Read More...

A bad booth staffer can be the worst thing that ever happened to your tradeshow. Last week we talked about what to do if you’ve got a bad staffer on the floor. This artcile reviews the top three things you need to do to avoid bringing them in the first...

"I have a great website and publish a regular ezine," my client complained, "but I'm not getting any clients from it. The only new client I got this month was a referral from a friend. What am I doing wrong?" read more Read More...