Close losses are the most difficult kind, but they offer learning opportunities, too.

Why an RFP is usually a request for pain.

One of the things I appreciate about working with my client Vocus is their willingness to try different things. In discussions this past January, we saw a core weakness in the online marketing conversation stories and discussions on industry pain points. Specifically, there was a lack of data. While online marketing conversations may revolve around Vine or Facebook adding hashtags [...]

Image by vmcampos Let’s talk about sales. Customers don’t care about our online brand conversations. The desire for customers to have personal relationships with brands remains the greatest myth pushed by today’s online marketers. Then there’s the assertion that increased engagement will lead to stronger relationships. Mmmm, not necessarily. Chatty versus cheap toothpaste, who wins the deal? Social engagement can […]

Image by lrargerich Have you listened to someone defend that they are selling? How pathetic is that? It’s not that they are wrong, the entire economy moves on financial transactions, for profit and not. We are all salespeople at some point in our lives, even if we’re trying to get a job. What’s pathetic is that their defense deflects the […]