Category: Guest Blog

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...

So where did all the Tea Baggers go? I was somewhat taken aback at the utter silence from the anti-tax group in response to the raises Nassau County legislators recently gave themselves. Wait…I thought Nassau voters had tossed out the fiscally irresponsible Democrats in favor of the fiscally conservative Republicans...

We know consumers are adopting social media in record numbers and corporations are reaching out to find them. What hasn’t been evident, until now, is whether decision makers, the leaders of industry including CEOs, directors, and managers, are doing the same. Research conducted by The Society for New Communications Research...

The sit down restaurant industry has always lived and died by reputation. Diners go to a restaurant because they heard from a friend who has eaten there that the food was extraordinary, the service was impeccable, and they both came at a reasonable price. It is because of the fact...

So while we are a couple of weeks past the holiday season, one hot topic of discussion around the dinner table was holiday tips. It was reminiscent of my Journalism 101 class: Who, What, Where, When and Why. The disagreement between others and me was simple; do you give a...

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...

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...

As a business professional trying to make a mark on this world and get ahead in a highly-competitive environment, you should always be on the lookout for new opportunities. I strongly suggest that you start paying more attention to the world around you. Some people are under the assumption that...

The statement, “Flexibility is the key to success” seemed to haunt me as I was presenting for my final certification with a nationally recognized training firm—my first “real” training job.  It was almost as though the master trainer (or so to speak), used this phrase as an opportunity to disrupt...

Split run marketing is a very old concept, which is made even easier with the advent of electronic marketing. The concept is extremely simple.  All you do is have two or more different offers, or looks and present those offers to groups of prospects.  For example, send an email to...