Sales and Marketing

Wanna be a sales master? Read about more sales masters! 

The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953. Yes, there were women in the book, …

I admit it – I hate re-inventing the wheel.  There’s nothing more debilitating to a to-do list than the belief that everything you do needs to be custom created. In this era of content creation, …

I began this year in retrospect by reading a 60-year-old book on the masters of selling. The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953.

The …

I’m spending some time in Europe with my daughter celebrating her college graduation and even though I’m on vacation, I can’t help but see things through a marketing lens.

Right now, we’re in Madrid, Spain …

The prospect tells you, “I only need one more approval and the order is yours.”

For joy, for joy – the order is mine! Uh, uh, uh – don’t celebrate too soon. The one last …

I can’t guess how many times the word trust has appeared in this column over the past ten years. We’ve talked about the importance of know • like • trust model, we’ve discussed the connection …

What is engagement?

Better stated, how can you engage other people to become interested in you and your product or service? Dale Carnegie (How to Win Friends and Influence People) says by becoming interested in …

Marketing automation is one of those buzzwords that is being bandied around quite a bit lately, so I thought it was time to define it and help you determine if it makes sense for your …

I define attitude as, “The way you dedicate yourself to the way you think.” Thinking negative or thinking positive is a choice and a process. Negative is (unfortunately) an instinctive process. Positive is a learned …