Why Your Prospects Aren’t Buying: the problem sales can’t solve
Thursday, 25 Aug, 2011
Why Your Prospects Aren’t Buying: the problem sales can’t solve

You’ve done your homework. You’ve found the right buyers – prospects with needs you can fulfill …

Our reliance on phones
Tuesday, 23 Aug, 2011
Our reliance on phones

My friend Steve Gershik, ready to print an interview of me, wrote me this email:
I can add in a line that indicates you’ve Wittenberg a number of books and point back to your web site.
I was curious and excited! I’ve ‘Wittenberg a number of books’! What did that mean? I looked up Wittenberg on the web. 1. […]

…in those days
Tuesday, 9 Aug, 2011
…in those days

I recently heard two young DJs chatting on the radio, discussing Dylan and the Beatles – you know, those old guys who used to be young and famous.
They discussed the time Dylan fans got angry when he began playing the electric guitar and wanted him to go back to the acoustic (Dudes – we didn’t have Acoustic […]

“My job is to start a conversation”
Friday, 29 Jul, 2011
“My job is to start a conversation”

I  recently contacted a man who runs a marketing automation company, thinking there might be areas of potential partnership. And while he agreed with my ideas about helping manage the buying decision journey, his baseline business beliefs were well out of the range of mine. In fact, it was fascinating to see how the concept “helping buyers buy” – my […]

Amacus counts stuff that counts
Thursday, 21 Jul, 2011
Amacus counts stuff that counts

My friend and partner John Cousineau recently gave me a great line as to what his firm does: “I count stuff that counts”.
What that means is that his firm, Amacus (www.amacus.net), shows you how your activity is bringing you the results you’re getting.

Are you making cold calls? How fast are you getting conversions?
Are you making calls from […]

Les Mills: Fitness 10, Morality 0
Tuesday, 19 Jul, 2011
Les Mills: Fitness 10, Morality 0

In the recent release of the Les Mills Step Aerobics version #84, track #9, Madonna asks to be spanked, hit, tied up, in a perky dance number.
Millions of women will take Step class to this music. It  has no place in an international aerobics program where people attend to get healthy. And, the Mills team – a group promoting fitness worldwide […]