Sales and Marketing

This is the 20th anniversary of my first column. “Sales Moves” first appeared in the Charlotte Business Journal on March 23, 1992. The column was an instant success. It soon found its way to Dallas, …

That’s the age-old question, isn’t it?

I recently had the opportunity to preview some third-party research that will be publicly released in April. The results were fascinating. The study, which focused on Millennials and Baby …

I am taking a new business development job for a wellness and surgery center. We need doctors to refer their obese patients to us. Doctors seem so hard to get in front of. Do you …

One of the most common mistakes marketers make is that they think their customers and prospects care about them, what they sell and how it works.

The human truth is that consumers think, feel and …

What do you believe in? I’m asking you so you can have a clearer picture of why sales are made or lost.

“Jeffrey, you don’t understand,” you whine. “Our customers are price buyers!” No, Jackson, …

I hate to beat on the airlines all the time, but sadly, they sure make it easy.

This past weekend, United and Continental, in a push toward their final merger date, merged their computer systems. …

On March 2, 1962, an unbreakable basketball record was set.

I’m a Wilt Chamberlain fan. I have been since the late 1950s.

Chamberlain grew up in Philadelphia. (I grew up in Philadelphia suburbs.) He went …

Blogs, once described as a vehicle for narcissistic oversharers and people who found cats amusing, have certainly come into their own. Today, though there are still plenty of hobby bloggers out there, the tool is …