How to Make an Effective Sales Call

November 12, 2008

I run the interactive group at Hoffman/Lewis, a medium-sized, independent ad agency in San Francisco and in my experience, effective sales calls are rare events. I receive sales calls and meet with sales reps frequently. Most are little more than annoying interruptions. I find sales reps are generally unprepared and badly trained. This is especially [...]

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Relationship Marketing
3 Keys to Success

November 10, 2008

Over the next three Mondays I will present three keys to successful relationship marketing. I remember watching a focus group with lapsed customers of a major telco. One participant described, in glowing detail, what my client’s brand meant to her. When the moderator asked why she was no longer a customer she looked at him [...]

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How to Sell Innovation
Don’t Paddle Upstream

October 22, 2008

I had a job in college teaching white water canoeing to Doctors, Lawyers, and assorted business executive that taught me something about selling innovation that has stuck with me for many years. How so you wonder. Well let me tell you. The Doctors, Lawyers and other successful business people would trek up north to the [...]

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