As I scroll through Google Analytics I am amazed at what consumers tell me about my business. What amazes me even more are those of you who don’t listen like this. Long ago I was a counterintelligence case officer, which taught me a lot about marketing and sales.
Without taking the analogy too far let me [...]

Sorry for the public show of pride, but it is cool to rise to the top…
My Surviving the Mortgage Implosion presentation, a talk I gave back in 2007 (ancient mortgage meltdown history) at TargusInfo’s Online Lead Quality Summit made the frontpage of SlideShare.net!
What do you think? Monday morning quarterback me in the comments.
Anyone have strategies [...]

Last week was probably the most anti-climactic government goat ropes in history. Replete with drama, chicken littles, and pronouncements of Armageddon; the end of the week brought a passed $700 billion bailout. Now the kicker. After all of this the stock market plunges again, Congress confesses this may only be the first step, and economist [...]

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: [...]

Increasing your sales contact rate and sales conversion should not be a mystery. It takes discipline and diligence. Is your contact management system designed to maximize sales performance? If you are operating off an Excel spreadsheet or flipping through contacts in Outlook or ACT!–you are static. These are not contact strategies–they are contact miracles.Here are [...]

Sales is hard. It runs on emotion–full of ups and downs. That is why having a daily plan is so important. It certainly won’t be everything you do, but it will be a foundation for sales growth. Make it simple. Work it.

Build Daily Contact List: Query, by last contact date, your daily contact list. Some [...]

Getting Things Done (GTD), the powerful efficiency concept from David Allen, is often applied to our task list and our email inbox, but rarely to more complex processes like our sales pipeline. However, the principles are the same and the effects could be staggering. Sales is an Art, Not Really Sales as an [...]

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 [...]

Customers in the research phase of any type of purchase are venerable, and they know it. This is why the person that helps and adds value during that time build a powerful loyalty. Real Estate Brokers are famous for this technique. They help people buy their dream home, which is always scary. During those hours [...]

Are you in a sales funk? Would you recognize it if you were? Learn to recognize the 7 early warning signs of having no sales plan–no plan to play out of your sales slump. Here are some sure indicators you are in a slump and need a plan.7 Warning Signs of a Sales SlumpAll professionals [...]