GOOD TELEPHONE SKILLS MEAN SUCCESS by Jack Burke Nearly 20 years ago, as manager of a growing automotive leasing company, I was researching specialty bus manufacturers to represent. It ha...

GOOGLE ADDS SOCIAL NETWORKING TOOL by Steve Anderson Google has released a new service called Google Friend Connect that makes it easy for Web sites to add social networking features tha...

GOT NOVOCAIN WITH THAT CALL LIST? by Chris Burand A study by Sandler Sales Systems (May 19, 2010, Reuters), identified cold calling as worse than giving speeches, and celibacy was prefe...

GROWTH VS. PROFITABLE GROWTH by Chris Burand Revenue growth for its own sake doesnt make sense. In an industry that prizes sales, its no wonder that so many sales p...

HANDWRITTEN LETTERS - FORWARD TO THE PAST by Jack Burke Writing a monthly column appears much easier than it is! After all, how hard could it be to string 500-600 words together...

HAVE WE LOST OUR WAY WITH CRM? by Patricia Czech Customer Relationship Management (CRM) is now such an established approach to marketing that it feels like sacrilege to criticize it. Ev...

GETTING IT STRAIGHT
Marketing may be second nature in large companies, but smaller firms tend to have a tough time implementing, managing, and monitoring an effective marketing strategy. The title of 'marketing director' is often conferred on the person designated to answer requests for sales literature, or the title is added as an afterthought to the role of the sales manager who thinks that marketing is just an alternative spelling of 'sales.'

HERE'S HOW TO REACH THOSE HARD-TO-GET REFERRALS by Bill Cates Here's a little strategy that you're going to love, because it's so easy to use and so effective. I got this from ...

The Pipeline Volume 13, Issue 4 HIGH ENERGY AGENCY PERFORMANCE by Al Diamond The difference in agency attitudes, energy levels and motivation never ceases to amaze u...

HOLIDAY CARDS: MY PET PEEVE by Bill Cates Mailboxes overflow with offers, incentives, and enticements. Isnt it nice when you get a note thats actually personalized? Bill ...