Sales and Marketing

Your Top Three Budget Killers
September 23, 2016 at 2:07 pm

It is the starting line of the New Year and sets the pace for the next 12 months. As you race through 2016, if you are hitting or exceeding your revenue line, life is good! Your people experience more opportunities for advancement, you can invest more in technology to further accelerate results, you can afford to innovate more and your people are happy. On the other hand...

A Difficult Sales Decision
September 20, 2016 at 11:55 am

What is your reaction if your sales rep walks out the door at 2 p.m. on a Friday? Depending on his/her sales standing, it ought to be "Hit 'em down the middle!" with the sincerest of back slaps. Is it, or do you silently (or perhaps not so silently) stab him in the back as he leaves? This week's blog by Bill Farquharson explains why this age-old habit should be honored.

CES Mailer: Winning Hearts and Minds
September 16, 2016 at 2:59 pm

In this edition of Who’s Mailing What! Confidential, we feature a Call for Entries piece that was designed to promote the CES 2017 Innovation Awards taking place at CES 2017 in January. The mailer was was printed by Upper Marlboro, Maryland-based Linemark Printing on a 6-color, Heidelberg Speedmaster XL 105 sheetfed offset press equipped with a coater, and…

Do You Practice Accountability?
September 15, 2016 at 9:52 am

These days, many people given total freedom. This applies in sales. In one way this is great. No one is telling you what to do.