Many sales people think they know what somebody is inquiring about before speaking with them. When you receive an internet lead or a telephone call, do you assume the person contacting you is interested in buying something? Most sales people do, this is a mistake.
The reality is, when somebody calls you or emails you (even [...]

In a meeting with my partner the other day, we were discussing our industry  and where it may be headed, where it’s likely to change and how much different it is today than it was a few years ago. The overwhelming topic: “the young guys and the old-school guys.” 
Our conversation trended around the difference in [...]

It’s tough to say when the economy started tanking, there are lots of opinions. But, it seems to me that Fall ‘08 was the start of our current situation. Let’s decide it was September ‘08 for sake of argument. Are you doing anything different today that you were 7 months ago? If so, what? If [...]

This post will make all the professional sales-reps sick, just sick. It all started when I took a little trip North a few hours to watch my best friends son play baseball this weekend. 
In the middle of the 3rd painfully slow inning (watching 9 year old baseball is like watching grass grow!) my buddy says: [...]

Many of us work hard to develop a good reputation and overlooking what others think or say about us could be costly.  Fancy terms like Online Reputation Management or Search Engine Image Protection have evolved and you can benefit by gaining a deeper understanding of this modern trend.  Google Alerts is a service designed to [...]