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  • Recap of immixGroup’s Fundamentals of Government Sales

    November 20, 2015 - No Comments

    immixGroup’s Tim Larkins is a star on the rise in the world of public sector technology. He is not an engineer or a software developer. He doesn’t head a federal

  • 3 Lessons from a Big Time Sales Mess-Up

    November 3, 2015 - No Comments

    I am currently the model of unacceptable incompetence and it hurts…bad. Let me explain. During the past week I have missed an introductory phone call with an important new business

  • Why Digital Know How Raises Profile of Corporate Marketing

    October 21, 2015 - No Comments

    Is digital something your company employs for promotion? Or is it at the core of the business? I have been thinking about this for much of the day after an

  • 3 Reasons Why Voice Mail Remains a Sales Winner

    October 13, 2015 - No Comments

    The most powerful and persuasive sales tool remains the human voice. It’s how we articulate knowledge, establish rapport and create connection. People do business with those they know and trust,

  • Four Pillars of Microsoft’s Brand Transformation

    September 24, 2015 - No Comments

    Successful companies eventually fall into a middle age funk. It’s a certainty. And like the receding hairline and paunchy waist line that defines many a 40-something male, the corporate mid-life

  • All Mighty Sound Bite: Heard at Financial Times’ Future of Marketing Summit

    September 17, 2015 - No Comments

    We exist in what many communicators affectionately refer to as a sound bite society. Corporate messages are conveyed in simple, sharp and concise language, often enhanced with a splash of

  • Sales Dream Scenario

    August 28, 2015 - No Comments

    Here is a dream scenario for anyone who works in sales and marketing. A good friend and long-standing client suggested I connect with one of their corporate partners. It is

  • Market Shifts Take a $7.5B Bite Out of this Global Leader

    July 31, 2015 - No Comments

    There is an interesting read in the New York Times about Microsoft’s dramatic $7.5B right-off of the value of its Nokia acquisition. Was this simply a failed corporate strategy? Or

  • Quiet Greens and Marketers’ Guideposts

    July 28, 2015 - No Comments

      The sport of golf is in the tank. Some say it’s the exorbitant price of drivers, clubs, shoes and tee times. Others contend it is the three plus hours

  • Steer Clear of the “Ta Da” in Marketing Campaign Reporting

    July 22, 2015 - No Comments

    Bravo…you have done right by sales in the planning and execution of your latest integrated campaign. You engaged with them early in the process to solicit guidance. You tapped into

  • Queasy Unease About Best Places to Work

    June 24, 2015 - No Comments

    One winner trumpets after hours roof top yoga. Another corrals staffers each month for an evening of board games. Still another whisks employees away on a cruise. The just released

  • The Undeniable PR Agency Death March

    June 17, 2015 - No Comments

    This week I had the pleasure of visiting with a newly hired colleague at Strategic Communications Group (Strategic) who, like me, studied journalism at the University of Maryland, College Park.

  • Homage to the Art of B2B Sales

    June 10, 2015 - No Comments

    One ring…two rings…and then the third.   That’s when voice mail typically clicks on. I always call the corporate line because it is rarely answered. Heck, I suspect many a

  • 4 Best Practices for Web2Sales Efficiency

    May 19, 2015 - No Comments

    Earlier this month I took the stage at the Mid Atlantic Marketing Summit for a keynote presentation and to host a panel of corporate marketers. The topic of our discussion:

  • Power Found @ Mid Atlantic Marketing Summit

    May 12, 2015 - No Comments

      Power statements infuse meaning and memorability into a presentation. This is especially true at an industry conference, where speakers jockey for attention amidst a myriad of competing views and