Perhaps I’m naive but I have this expectation that December is a kinder, gentler part of the year: a time when things slow down, when we sneak out for a few hours to knock off some shopping. When we surrender our ritual tithes to the Productivity Prevention department, the mailroom, the Hand-wringers, and the Keebler Elves […]
Of Elves, Innocents & Line Dances
Oh dear. The wheels are quite falling off the cart for one of my suppliers. It’s a small company we’ve used for a few years on a number of marketing projects. It’s owned and run by an incredibly bright, young and utterly fearless entrepreneur, who is dealing with a family emergency. Since family emergencies can […]
Forget the C-Suite, the Money’s in the P-Cube
If you think you’re selling to the C-suite, think again. The real action is further down the corporate ladder.
Trade Shows Part 7 – It’s All in The Follow Through
Just like a tennis or a golf swing, you only hit your target with a great follow through. I’m writing this about a month after that disgraceful convention of lazy sales people , and I’ve been tracking the follow-up by same. Let’s see how they did. One week out I had a form email from […]
Five Sure-Fire Ways to Lose the Business
Pitching a new corporate account? Here are five ways to score an epic fail with your middle management champion.
