Blog

Sales and Marketing Unite!

Sales and Marketing Unite!

The line between marketing and sales should be erased if companies are going to succeed in this hyper-competitive marketplace. When George Wethersby was the CEO of the American Management Association he said “The boundary between Sales and Marketing is...

It’s Not About You!

It’s Not About You!

Twenty years ago, a consultant told me “it’s not about you” and that has served me well in my professional career and personal life.  It’s application to marketing, selling and account management continues to be true.  I find myself using it often to...

How Can I Be A More Effective Sales Manager?

How Can I Be A More Effective Sales Manager?

Consulting with many sales managers over the years, the most common complaint I’ve heard is, “I simply don’t have the time to complete everything”.  On the surface, one could attribute the increased time pressures on managers to technology, more direct...

Are You a “Check the Box” Organization?

Are You a “Check the Box” Organization?

Are you a “check-the-box” organization?  The definition of a “check-the-box” organization is one that focuses on completing tasks/activities versus the results that are achieved when the tasks/activities are completed.  You have heard it’s not what you do...