The Sales Clinic: Four Ways to Lose Business at Exhibitions
As the market gets tougher, more and more people are turning to alternative ways of generating new business—cold calling, marketing and in particular, doing...
The Sales Clinic: Why You Get So Many Objections On Price
Whenever I work with salespeople and business owners, they vent their frustrations with the number of price objections they encounter—particularly because they don't understand...
The Sales Clinic: Why Your Cold Calling Isn’t Working (Part 1)
Whenever I'm talking to business owners or their sales teams, the topic of new business development—and cold calling, in particular—always evokes interesting reactions. ...
The Sales Clinic: Why Your Cold Calling Isn’t Working (Part 2)
In our previous installment, I detailed four of the major culprits responsible derailing your cold calling efforts. Now it's time to take a look...
The Sales Clinic: Common Pitfalls of Selling by E-mail
Just like anyone else contending with a heavy workload, sales professionals like to complete tasks in the most expedient way possible. And in the...
Shops, Clients Reassess Priorities
General Electric's Judy Hu knows that cutbacks at roster agencies mean "fewer people, which generally speaking means fewer ideas." But her company's needs haven't...
Changing Role of Rainmakers
In a highly competitive marketplace where agencies compete for nearly every dollar of new revenue, it seems incongruous that major shops such as JWT...
Will You Still Love Me Tomorrow?
Everyone is searching to answer two fundamental questions: "What should I be doing now?" and "What comes next?" Most marketers are dialed into...
Communication Is Best Policy
From credit card companies increasing penalties for late payments to banks raising interest rates on credit cards, the recession's bad news knows no bounds....
Q&A: Wendy’s Ken Calwell
A combination of shrewd business insights and a broad array of marketing ideas won the day for The Kaplan Thaler Group in its successful...
