Posts by Admin

Looking at the return on your exhibit investment often has to do with monetary gains. But what if you are among the many exhibitor...

Say No! Yes, I mean it!! If your client or prospect (or customer) wants to buy something that is not in their best interest (it’...

A while back I posted a question on the TSEA (Trade Show Exhibitors Association) Group on LinkedIn about the use of promotional pr...

Thinking back to one of the great cult films of the 1980s…Caddyshack. There is a conversation between Ty Webb (Chevy Chase) and ...

To parody the old joke, “How many customer service people does it take to handle a question?” The answer is lots. You need, at...

Sometimes watching sales people in action is like watching a tennis match; the prospect asks something and we lob back an answer r...

If the statistics are correct, more companies can credit their success to participating in trade shows than any other marketing to...

When you get in front of a prospect or customer for that important meeting – What are you saying? Are you clear on what you need...

Forecasting is one of the most important functions for a successful sales rep. Accurate forecasting ensures a rep is qualifying pr...

While I think it is important for experts and pundits to challenge sales people to stretch and evolve, to stay on top and ahead of...

When I reflect on my childhood, these words spoken by my teachers still haunt me,” He has the ability but he is not living up to...

Some questions are extremely valuable while others are exceptionally weak. You want to take advantage of the power strong question...