Category Archives: Planning

Are You Dreaming?

Goals and objectives get a whole lot of attention this time of year. Companies create new revenue objectives; individuals resolve to do something differently. This oversimplifies things a bit, but you get the general idea. The New Year is the time to initiate change, raise the bar, create new challenges, make things happen. Companies decide […]

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 […]