From a Receptionist’s Point of View

Early in my career I was fortunate to come across a real pro and learn a lot by seeing things from “her point of view.” Beverly Catalano was a great receptionist and as she was approaching her retirement she authored an article to post on my website. It has been some time since Beverly shared […]

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It must have been those baby blues…

This one is an old story, had to search deep in the archives for it, and even though it’s not exactly a selling situation, it is a great example of just how important it is to 1) be prepared, and 2) ask the right questions. It seems that the wet-behind-the-ears reporter was on his first […]

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Sales Channel Management

  What is “sales channel management,” and how can we implement it in an effective manner? Before we get too far into this discussion, let’s first identify the exact meaning of the word “channel” (courtesy of www.dictionary.com): A course or pathway through which information is transmitted. A route of communication or access. Often used in the […]

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Third Party Marketing Research… But Why?

The advent of user-friendly, online survey tools has made customer research a reality for many companies that previously thought they could not afford it.  These tools make it easy for any company to obtain quick, inexpensive feedback from customers.   So, you might ask, why would you spend money on a third-party for your research? If […]

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Dealing with Adversity

DEALING WITH ADVERSITY You’ve had one of those days… you know bad news from a client, conflict with a peer, bad luck or timing on a crucial project, or whatever. Bottom line, something went horribly wrong, and the rest of your day, week, or month may very well be determined by what you choose to do […]

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Doing More with Less…

Lately I’ve been feeling like the more I do, the less I actually get done. Allow me to explain. Real quick though, let me just check some e-mail messages that came in as I was writing this. Actually, while I’m at it, now is probably a good time to take a peek at my Twitter […]

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How to create a marketing plan that works

I recently wrote this article for Willow Printing Group’s (www.willowprint.com) BeyondPrint newsletter, and it is re-published here with their permission. Why You Need a Marketing Plan In the simplest terms, your marketing plan is your guiding light for achieving your organization’s business goals and vision. Creating it will take you through the process of clearly […]

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Sales down? Not if you are “Lucky”

… From the archives, but worth another read: At one of our recent meetings I asked Lucky, “So, how do you do it?” His answer was brief: great products, great team and proper networking. That was a good start, but I definitely wanted to hear more. Lucky is a networker, a hard worker and a […]

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Can you hear me now?

“Can you hear me now? No? Really? How about now, better? Ok, hold on, ahmmm, how about now? Oh good, ok, so, what I was trying to say… ” No, this is not a new take on an old commercial. It was actually an attempt at a conversation I happened to overhear while waiting for […]

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