Monthly Archives: March 2010

Trade Shows: A Waste of Money or What?

Companies generally exhibit at industry trade shows because they sense an opportunity to get in front of a lot of potential customers in a short period of time. “Sure,” they say to themselves, “it’s expensive, but we’ll get to see lots of decision makers that we normally can’t get in front of.” Uh huh. Sure […]

Make Time, or Pay the Price

The single most common complaint heard from salespeople is, “I don’t have enough time.” Well, except for the one about not closing enough sales. Or the one about the economy being so bad. OK, so maybe it’s the third most common complaint… But, truth be told, salespeople are typically so busy fighting fires that they […]