Tis the season for Olympics and elections, so many examples come from these fertile grounds of competition and attempts to sell to the American people. Thus, today’s post is in relation to an email campaign I have had the misfortune of being involved with.**Note: this post is not necessarily indicative of the author’s political leanings***Dateline: [...]

Efficiency. Reporting. Standardization. Any one who has ever headed up or been involved in a campaign fundraiser knows that getting people to effectively volunteer, get into place, on the phones, and actively calling is like herding cats. First, you need to get volunteers to show up at the local HQ. [...]

Sales contact management should discipline YOU. It should look at your contacts and understand what stage of the process they are in, when they need to be called next, when they should be sent a specific communication by email.
Sales contact management is not about you looking into a dead database and trying to decide what [...]

Watching people in the news allows us to evaluate individuals on the merits of how they present themselves, what they say, and what they are “selling”. People may not be selling a product or a service to an end user, some may actually be selling themselves.
Because of this, we can garner important lessons for how [...]

I am amazed on two levels with the recent article I read, detailing General Motors plan to offer employee discount pricing. While this is certainly not new, nor original on GM’s part, it is disconcerting that America still allows this gimmick to work.
Let’s translate the real meaning of the phrase “employee discount pricing”. It actually [...]

It would be easy to simply say a good referral is one that closes, right? But how would we explain the referral where we took a loss just to get the deal done? Or the guy at the club who referred his dentist-the deal that ended up taking 3 weeks of your life and gave [...]

Wouldn’t it be great if every time we had to make a sale, our potential client would lay out the need, understand the terms, accept the out of the box solution and agree to our pricing?
Since order taking is a different discipline than sales, we need to understand how best to capitalize on opportunities rather [...]

I noticed two articles in the last 24 hours that when read separately are noteworthy, but when read together, become somewhat duplicitous. Early yesterday morning, Bloomberg had an article indicating that Morgan Stanley has decided to freeze thousands of home equity accounts within their portfolio. This is not wholly surprising, nor is it unprecedented. Other [...]