• Chosen

    You’re sitting inside your company at your desk. Outside, the marketplace is humming. Clients discuss new projects. Designers put the finishing touches on artwork. Marketing teams meet with their agency to start fresh campaigns. Prospects complain to co-workers about problems with their current vendors. All of these activities will create new opportunities for revenue, and […]

    Linda Bishop December 12, 2017
  • Insane Honesty

    Brands traditionally hit on the pros of their products, attempting to sweep under the rug any possible issues. Let’s face it – it’s hard to admit our weaknesses, one might even say gut-wrenching. How can you divulge the flaws of the products and/or services you hope to sell? But heres’ the thing – it can […]

    Jessica Gray December 5, 2017
  • Emerging Behaviors

    Tapping into a consumer’s mindset during the buying process is akin to guessing what’s inside a locked safe—you have a few premonitions about what could be inside, but you’ll never know for sure until you have real, tangible evidence. Though marketing experts everywhere think they have a handle on consumer behavior, it’s been proven year […]

    Alyssa Ruane November 20, 2017
  • Spoke in the Wheel

    “The goal of any omni-channel campaign is nudging people along in their decision-making process – that means making it as efficient as possible.” The numbers are staggering. There are more than 9 billion connected devices in operation today that generate 2.5 quintillion bytes of new data daily. That doesn’t take into account the many other […]

    Michael J. Pallerino November 13, 2017
  • Dealmaking in the Modern Landscape

    “In my view, ‘no’ is just the beginning of the negotiation journey. Questions such as, ‘Why not? What would it require? Under what circumstance would you?’ will open up the possibilities.” – Violaine Galland Whether you’ve had to talk down a landlord on a rental price or volley for a higher salary at work, we’ve […]

    Alyssa Ruane October 31, 2017
  • The Ask

    Customers seldom object to questions from sales professionals. They do object to premature solutions from salespeople who jump from information gathering to selling too quickly. Sometimes in a sales call, you ask a question, and then the minute it leaves your mouth, you wish you could take it back. The buyer leans away from you […]

    Linda Bishop October 19, 2017
  • Web Works

    Today, the relationship between a brand and a consumer has gone from transactional to relational. In that era of marketing before computers were personal and jeans were designer, there was a one-way relationship between brands and consumers. The consumer saw an advertisement on TV, in the newspaper, on a billboard or heard it on the […]

    Ray Glier October 10, 2017
  • Anticipation

    “Wisdom consists of the anticipation of consequences.” -Norman Cousins In the early part of 2008, Anheuser-Busch announced the addition of a new beer – Bud Light Lime – into its brewing portfolio. The launch, backed by a $35 million ad campaign, was aimed at going after a new business sect, including consumers who attended occasions like backyard barbecues. […]

    Michael J. Pallerino September 22, 2017
  • Reinventing the Salesperson

    As a kid, Shari Levitin loved playing games at the dinner table with her family. Risk. Monopoly. It didn’t matter; the opportunity to beat everyone else was the real appeal. “I’d come in the room with a game and my mother would ask what the object of the game was, and I’d say, ‘The object […]

    Jamar Laster September 8, 2017