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Golf and the Sales Rep – Leave it to Hank Haney

By Doug Blecher | November 4, 2009

Hank Haney is an award-winning golf instructor who works with Tiger Woods and other tour pros. The following is an excerpt from his latest book, Hank Haney’s Essentials of the Swing.
I try to help all my students figure it out for themselves. You never really “own” knowledge until you’ve gone through that process – and [...]

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Death by PowerPoint

By Bob Smithers | September 29, 2009

Don’t get me wrong – I love PowerPoint. I’ve made a career out of making PowerPoint presentations that others love too.
However, this ubiquitous tool is often used poorly and can compromise an effective message. Also, because of it’s pervasiveness in the corporate world it is become nothing more than wallpaper poorly hung, background noise that [...]

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Sales Communication Challenges? You’re Not Alone!

By Doug Blecher | August 13, 2009

Being alone, or the only one – is that not one of the biggest fears that people face in everyday life?
That’s why support groups, special interest clubs and Web sites, and even social networking exist – to bring people with like problems, challenges and interests together. To provide connectivity yes, but in a more [...]

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Improve Customer Satisfaction with Customer Messaging

By Bob Smithers | August 10, 2009

Studies have shown a direct link between customer satisfaction and customer messaging. The more relevant and targeted the message the more likely the customer with be satisfied with the business relationship. We’ve all seen attempts at this from companies we do personally business with as consumers. More than ever, getting this right should become a [...]

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Replace Confusion with Clarity by Cascading Communications

By Bob Smithers | August 3, 2009

Sales effectiveness often relies on getting everyone aligned around the same set of objectives and priorities. However, in large sales organizations there are always competing priorities vying for time and attention. Within this confusion and clutter, the must-wins and must-do’s essential to your success can get lost in the shuffle of lesser-important activities. Communications can [...]

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Your Sales Rep Just Got Engaged – What Does That Really Mean?

By Doug Blecher | July 16, 2009

Engagement is one of those words that has many subtleties in meaning, and is often viewed with varying levels of skepticism by different organizations. Of course, outside of the corporate environment, engagement has a number of definitions and applications. But there are two basic elements that are at the heart of engagement and that cut across nearly all interpretations of the word.

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Protect Selling Time through Content Simplification

By Bob Smithers | July 13, 2009

In an information economy, knowledge is power. But what if you have too much knowledge?

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Good for What Ails You

By Bob Smithers | January 16, 2009

One of the 22 Immutable Laws of Marketing is the law of focus – which reads “the most powerful concept in marketing is owning a word in the prospect’s mind”. But creating that short label requires sacrifice. When you stand for something, you necessarily don’t stand for something else.
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Turn On the Brand Messenger

By Bob Smithers | January 9, 2009

It was not a surprise to read in Adweek about the quickening decline in media spending. With consumer confidence at an all time low advertisers are cutting back on media expenses. No doubt, gut reactions are driving these decisions as most statistical models are stumbling around in uncharted territory.
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