Wasting Time Cold Calling

What’s Your Conversion on Cold Calling Prospects? Ask your peers – the successful sales people are probably farming accounts they’ve had for years.  Others have a different strategy. No one wants to hear from a sales person they don’t know. I’ve had several coaching calls this week with sales people who are either new with […]

Customer Conversion – Cisco Webinar Recap

How to Convert Prospects to Customers… This is the big issue.  Sales managers constantly ask me, “How can I find more great  sales people?” While sales people continue to tell me, “Our company needs some marketing to attract new prospects.” Then I hear from marketing (speaking of their sales team), “They don’t use our stuff.” […]

Would Your Company Hire You Back?

Who Get’s Hired in the Future? Do You? Great article today on who Google Hires.  Between HR and the Big Data Hiring Trends, and articles like this one (How to Get a Job at Google – from the NY Times,) we should all be rethinking the definition of a great hire. How many interviews have […]

My Worst Sales Call

What was your worst sales call? I remember mine… After working hard for months to gain access to the decision maker of a large healthcare company in South Florida, I finally had my chance…a meeting with the CIO. My current contact, the IT Director, set up this meeting.  When I arrived it was just the […]

Marketing Your Managed Services in 2014!

Happy New Year! Happy New Year! It’s just about 2014…and I’ve been working hard this month to put together some new things for the coming year. One of the most exciting things I’ve completed is my Completely re-engineered Marketing Success Kit, specifically designed to help you land new business in the managed services, security, and […]