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Years ago, when I was a salesperson at AT&T, I sold a new telephone system to a nursing home in Augusta, GA. I scheduled...
To Improve Retail Sales, See the Wedding Specialist
I recently sat next to a woman at a chamber of commerce awards luncheon and exchanged business cards with her. Her card featured a...
Parmesan Garlic Wings with a Side Order of Networking
I attended a weekly business networking lunch at Hooters recently, and it was packed. Not surprising, since they're known for great chicken wings, among...
Listen in Order to Understand
On a Sunday afternoon a few years ago, I was at the Florida Mall in Orlando, sitting outside a store called Hot Topic waiting...
Making a Good Second Impression
I ran a business in England owned by BellSouth Corporation for two years. We were a cellular service provider that sold wireless telephone handsets...
The Chemistry of Sales M2O
The eroded U.S. economy doesn't have to mean eroding sales numbers, but it often does for companies that continue inefficiencies that went unnoticed in...
How Branding Really Works
"It is tempting, if the only tool you have is a hammer, to treat everything as if it were a nail." —Abraham Maslow ...
Database Marketing…Without Losing Your Marbles
Conventional wisdom calls for running a database cleanup initiative, followed by a lead generation program. This sets into motion a "one-two punch" that brings...
Meetings Law: Beware of the Pirates!
Modern-day pirates have been operating off the coast of Africa, seizing ships by force and holding the cargo and crew for ransom. But pirating...
Avoiding the Trap of the Rearview Mirror
Looking back to the past while driving a business into tomorrow is like cruising down the highway…using only a rearview mirror. Most...
