If you’re looking to make a leap in 2019, start with a clear vision of the future and your place in it. Technology will continue making our jobs easier, but it will also put pressure on us to upgrade our skills. I say with confidence that the 2019 predictions I’m about to lay in front […]

The beauty of strategy is that it coordinates and integrates activities around a common goal. What’s more, good strategy finds the sweet spot where strengths meet opportunity. They’re legitimate questions: What’s the plan? How do we get it done? What’s our next move? Now that we know what we want and why we’re here, where […]

What do today’s buyers want? Talk about a general question. While nobody likes to answer a question with a question, Martyn Lewis believes there’s a logical place to start. He suggests beginning with the fact that nobody buys anything because of a sales process—they buy because of their own buying processes. The longtime sales consultant […]

Most cross-channel efforts actually are expensive and involved, so the goal can’t be “engagement.” The end game should be about sales and revenue. Dan Goldstein sees it every day. Today’s marketing managers are faced with numerous marketing channels, which can be both helpful and challenging. With so many options at your disposal to build your […]

“Boring buyers is a crime, even when your information is useful. Plan meetings to keep buyers engaged and entertained.” Imagine this. Bob, one of the biggest print buyers in town, meets with a salesperson named Ralph for the first time. They sit in a glass-walled conference room and chat. The meeting ends. Bob walks Ralph […]