Blog Archives

Today’s Lesson: Two Existential Questions

For today’s lesson we are going to explore two existential questions: Why does your company exist? Why should your ideal client want to talk to you? Why does your company exist? The answer to this question should scream at visitors

Posted in Building Trust, Marketing, Qualifying, Sales Messaging, Sales Process, Tools

Hubie, T.K., and the Ideal Prospect

When Hubie Brown and I were much younger, he was my favorite basketball coach.  I had just moved to Atlanta and adopted the hometown Hawks – his team.  He was smart and energetic.  In interviews, he seemed like a great

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Posted in Marketing, Prospecting, Qualifying, Sales Leader, Sales Process, Tools

A Q&A on Sales Methodologies and Pragmatic Marketing

My friend and colleague, Jon Gatrell of Pragmatic Marketing interviewed me for a recent newsletter article on sales and marketing alignment. Enjoy it here.

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Posted in Marketing, Sales Leader, Sales Management, Sales Messaging, Sales Process

Unleashing Our “Inner Steve Jobs”

Carmine Gallo writing in Entrepreneur magazine last month offered up his seven principles that drove Steve Jobs success.  Gallo suggests that “any of us can adopt them to unleash our ‘inner Steve Jobs.’” So, to unleash your “Jobs-siness” in sales

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Posted in Careers, Marketing, Prospecting, Sales Management, Sales Messaging, Tools

Intro to Intro Rocket

Many companies struggle with the opening, leading marketing piece.  If you have been in sales and marketing for any amount of time, you have received emails or seen brochures that describe offerings in the same tired, flowery language –  terms

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Posted in Building Trust, Marketing, Prospecting, Tools

Marketing Automation Software Headwinds Portends Sales Effectiveness Checklist

In her Software Advice blog item “Tailwinds for Marketing Software”, Lauren Carlson makes several excellent points regarding the growth of this relatively new software niche.  She correctly notes that marketing software providers are doing well directly due to the difficulty of B2B

Posted in Marketing, Prospecting, Qualifying, Sales Management

Intro to Cross-Selling

How do you leverage success with one customer into a cross-selling opportunity with another? I hope the below presentation that I delivered earlier this week helps. Intro to Cross-Selling View more presentations from Adam Shapiro. Intro to Cross-Selling View more

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Posted in Building Trust, Champion, Marketing, Presenting, Sales Messaging, Sales Process, Tools

Two Networking Events, Two Authors, Two Books

 In addition to coaching, consulting, and facilitating, I spent part of last week attending two networking events aimed at sales and marketing professionals.  Monday, the Atlanta Chapter of the Sales and Marketing Executives International hosted Jeffrey Hayzlett for an evening

Posted in Marketing, Networking

Integrate Sales and Marketing NOW!

Here is one marketing professional's experience with integrate marketing into the sales process.  Go to  - http://tinyurl.com/ykmlpsv.

Posted in Marketing, Sales Process

Back to School….

I spent the early part of this week going back to school myself: At the CustomerCentric Selling® partners retreat.  Lots of pearls of wisdom and enlightenment.  This is Part I.   First off was an impressive keynote address from Greg

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Posted in Marketing, Sales Management