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The Problem with Funnels

A client forwarded me an article by Bill Lee in Harvard [...]

B2B Never Sleeps

It’s Sunday. The day of rest. However, somewhere, [...]

The Human Side of the Spiff

There are always two sides to every story. Even if you [...]

Have you spiffed lately?

Recently, one of our clients explained that despite [...]

Six lessons I learned flying to KBIS®

You’ve been on those trips where the people behind you [...]

SHOW ME TO THE SALES PREVENTION OFFICE

At the HighPoint MARKET where I was working our showroom [...]

ARE YOU POKING THE BEAR WHEN YOU SHOULD BE?

The phone rang. It was a client who said, “Did you see [...]

Difficult Target Audience Reached With Two-Step Contact Program

Problem: A major publisher asked Interline to assist [...]

Mistakes

What do you do when you make a mistake? Do you fess up and [...]

Chicago Faucets

Sales Mapping Illustrate Rep Performance

Net-a-Porter: One Smart Marketer

In 2012, I tweeted this: Online fashion retailer [...]

OS&B

Product Representation Smooths Introduction into U.S. Market

Leonard Valve

Sales Support Guides Manufacturer Through Transition

BillTrack50

Building New Business on Lost Customers

JENSEN HUGHES

Safari Program Hunts for Professional Prospects

BillTrack50

Raising Awareness Through Effective PR

Longleaf

Outsourcing Sales Force Management is a Success

Cash Isn’t King…Yea, Right.

In “Cash Isn’t King,” which appeared in the [...]

Your Business is About to Change. Duh.

When I first read the title of the November 1, 2015 FORTUNE [...]

The trade show floor

I'm always amazed how many people don’t know how to work [...]

What the IBM smarter content now 2015 taught me

I was invited and went for a half day to the IBM Smarter [...]

How well do you know your customers?

A snapshot of Mr. X, a showroom manager Mr. X views [...]

How Do You Pitch New Business?

Pitching business is part art, part science. Timing has a [...]

Buying media with feelings or metrics: In Today’s World, Does It Matter?

A major publisher’s rep was sharing lunch with our [...]

The truth about native advertising

Is advertising content? The short answer is yes. It always [...]

Why Ban Bossy?

There was a lot talk about being “Bossy” in 2014. Anna [...]

Bye-bye WSJ print, but not for reasons you suspect

Why does the Wall Street Journal (WSJ) want me to cancel my [...]

8 Ideas to Think About for Your Marketing Programs

The Internet is one great big channel that’s always on. [...]

“I Just Throw Them in a Box”

The meeting with the President of the company was arranged [...]

CONVERSATION FROM HELL

(This story is true; no names were changed to protect the [...]

Just another number

I’ve always liked to ask, “Why?” I remember as a [...]

How to Get In the Door

Our company likes to surprise publishers and reps. When [...]

Solve the Working Problem in a Virus-Infected World with Hustle

When I was in college, I worked every summer to put myself [...]

What I Overheard at the Airport

On a recent business trip, as I prepared to work on an [...]

Janet and Joslyn: A Customer Service Tale

The WSJ writer Stephen Moore wrote a piece recently called, [...]

Getting People to Pull the Trigger

At a recent AIA presentation of our CEU Staying in Front of [...]

It’s all about information

In January, 2011, a McKinsey Quarterly report entitled, [...]

Magazines in flux – and under attack

Magazines are still in flux – and under attack since we [...]

Social Corner

Blogs see all
  • Hearing What You Want to Hear

    Hearing What You Want to Hear

  • What This Baby Boomer Learned About GenZ

    What This Baby Boomer Learned About GenZ

  • No Pain, No Gain, Remain the Same

    No Pain, No Gain, Remain the Same

  • A Plea to Ban Masks from Business Meetings

    A Plea to Ban Masks from Business Meetings

  • Should I Sell to a Group or an Individual?

    Should I Sell to a Group or an Individual?

  • The Problem with Numbers in Buying Media

    The Problem with Numbers in Buying Media

  • Asking for Response

    Asking for Response

  • Social Distancing Doesn’t Mean Business Distancing

    Social Distancing Doesn’t Mean Business Distancing

  • Yea for YEA! Young Entrepreneurs Ask Challenging Questions for Anyone in Business Today

    Yea for YEA! Young Entrepreneurs Ask Challenging Questions for Anyone in Business Today

  • It’s Not About You. It’s About Them.

    It’s Not About You. It’s About Them.

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Our Companies

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Clients

Aerovent
AISC: American Institute of Steel Construction
AMCA: Air Movement and Control Association International, Inc.
Architectural Products
BCA Technologies
Bill Track 50
BPA
Buildings
Cheviot
Chicago Faucets
Clarage
Crescent
ECO Smart
Eemax
Elkay
Fellowes
First Choice
Flushmate
GEBERIT
GP Enterprises
Honeywell
Ice Air
Innovative Insulation
International Gas Heating
Jennair
Jensen Hughes
JUNO
KB Resource
KCMA
Leonard
Longleaf Collection
Mr. Steam
OS&B
Parker
Repco Associates
Resideo
Steamist
System Sensor
TOTO
Twin City Fans
Warm Rain
WILO

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