Author Archives: Barry

Is the Internet Killing Our Hunters?

Most of us that have built businesses remember the hunter. We remember what it took to identify prospects, make contact, build a relationship and wait for the opportunity. That was the old fashioned way to generate leads.  Fast forward to … Continue reading

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Building Your Brand and Keeping It

Branding is not science. Every business that creates a business and opens the door starts branding immediately. The question is, who is controlling and building your brand? I could go on for days about the ways you build a brand, … Continue reading

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2015 U.S. Economic Predictions

In 2014, the United States has seen the most dramatic economic improvements since the years before the 2008 Great Recession took hold of our economy and markets, creating pandemonium and fear around the globe. All economic indicators from most major … Continue reading

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Sometimes You Just Need to “Let Him Go”

This recording recently went viral when a Comcast customer was trying to disconnect service and the customer “service” rep on the other end of the line simply could not let him go. Hopefully it’s an outlier and not indicative of … Continue reading

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Marketing: Back to the Basics, Again

Back in the late 1980’s, I sold large format commercial graphics, such as giant truck graphics and wall graphics for commercial and retail use. The company I worked for was one of the industry’s leaders.  We had very close ties … Continue reading

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Sales and Marketing: Knowing the Differences

I often hear the terms sales and marketing used almost interchangeably. While personal sales is a very integral part of marketing in a B2B setting, marketing is not selling, it is much,  much more. When you think about marketing, it … Continue reading

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The Most Important Piece of Paper in Your Office

If it’s not THE most important piece of paper, it is very near the top for most B2B companies. What is it, you ask? The business card. Not yours, your prospects! I often hear from clients, “we would love to … Continue reading

Posted in Direct Mail, email marketing, Sales Force Development, Strategy | Tagged , , , , , , , | 6 Comments