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 [...]
Read the full article → 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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