Sales and Marketing

Everyone in management will tell every salesperson, “As soon as you make the sale, ask for a referral.”

This strategy is not only wrong; it also jeopardizes the future of the relationship.

REALITY: Asking for …

I doubt there’s a person in Iowa who hasn’t heard about the Cy-Hawk trophy uproar that caused the Iowa Corn Growers Association to rescind its new trophy design it and go back to the drawing …

For decades, one of the core ways we refined a specific advertising audience was through segmentation, including gender. We would then craft our marketing messages based on that segmentation and our assumptions about that audience.…

If your emails are getting deleted or not getting returned, or you’re playing a numbers game (sending 1,000 and hoping for a few random responses), you’re probably also blaming the recipient or the Internet for …

I’m writing on writing. It’s the core of my success. This article is the second part of a short course on how I write for each area of my outreach.

My success is all about …

I wish it weren’t so, but it’s inevitable that we’re going to make a mistake and we’re going to have an angry customer on our hands. The good news is, it’s almost always fixable if …