How Crowded Is Your Table?

In sales we live and die by our pipelines.  But – is it the pipeline that is actually killing us? My answer would be yes.  Why?  I have found that the typical pipeline is bloated with unqualified prospects.  Sales people have been trained to keep adding prospects to the pipeline...

Staples on Twitter by Guest Blogger, Steve Poppe

A “social” friend of mine, Julie, turned me on to a Twitter site today that kinda follows one of my best practices for commercial tweeting. It’s Staples.  I preach to clients and friends that corporate users shouldn’t just broadcast promotional info and/or respond to help questions on Twitter. Rather, they...

Starting off 2010… by Kristie Galvani

This past year at HJMT COMMUNICATIONS I was able to focus more on new business development. Unfortunately, it was a tough year to make this my priority. I heard just about every excuse in the book. A few months ago I started doing some sales training at Sandler Training in...