Chronicles of a Sales Leader: Tough Times Call for Solid Leadership
Downward revenue and earnings reports dominate business headlines, and it seems impossible to avoid a conversation about the economy with friends and co-workers. Yet...
Chronicles of a Sales Leader: The Rise of Procurement
Guess who's been invited to the C-Suite? From cubicles and offices salespeople have been taught to avoid at all costs, the procurement...
Chronicles of a Sales Leader: Moving Cheese the Right Way
Certain things in life just seem to go hand in hand: thunder and lightning, salt and pepper, pigs and mud. Similarly, tough...
Chronicles of a Sales Leader: Time: The Ultimate Currency
When you compare the resources available to most companies, it hardly ever seems fair. There are always those that have more people, a bigger...
Chronicles of a Sales Leader: The Corporate RFP: Pass or Play?
I'm not a big fan of absolutes. Perhaps that's why I enjoy the profession of sales so much. It's a sea of unpredictability as...
Chronicles of a Sales Leader: Filling the Funnel
It's a new year and there are some common themes that are resonating in the strategic plans for those charting a course to succeed,...
Chronicles of a Sales Leader: The Lack of Sales and Marketing Alignment in Organizations...
"If only there were more leads for the sales team." "If only the sales team would actually do something with the leads they...
Six Steps to Marketing on a Budget Via Online Video
In just a few years, video has taken the internet landscape by storm, changing the way users think about and consume online content. The...
The New Approach to New Business
It's rough out there for new business. There's plenty of new work, but it's slower to close, leaving agencies, clients and CFOs second-guessing themselves....
Advertiser Outcasts
Faster than Facebook's Mark Zuckerberg can downgrade a revenue forecast, marketers' hopes for social networks are slipping away. YouTube is a half-billion dollars underwater,...
