Have you been on a sales call with an ego driven jerk in the last 30 days?  If not, perhaps you need to prospect a little more as you should run across them on a fairly frequent basis.  They know all about marketing.  They think they are a marketing guru.  They feel that they…

Every day I hear about sales people refusing to use their Customer Relations Management software for one reason or another.  The most common reasons for resistance are old habits, CRM inadequacies and flat out insubordination.  I am here to tell you that no matter the CRM tool you choose, you…

No matter the size of the media company, one universal truth of sales failure is lack of formal accountability within the sales team.  When I mention the word you can see managers get red and sales people get fire in their eyes.  But why?  When did accountability become such a…

If you read my blog often you know that I am really big on having a process for everything.  Why?  First, most sales people thrive when structure is present.  Second, I am a roll with the flow kind of guy and I recognized long ago that randomness kills my ability to be a…