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  • Call for Pride and Professionalism in Enterprise Sales

    March 4, 2015 - No Comments

    I am a sales guy.  I love every aspect of it — from the initial contact with a prospect, to nurturing and building a relationship, identification of an opportunity, and

  • Infused with the Start-Up Thrill

    February 26, 2015 - No Comments

    The turn of the millennium was a grand time indeed. Still shy of my 30th birthday, Strategic Communications Group (Strategic) was on a wicked role. Clients were fairly easy to

  • Join Me for Confessions of a Sales Leader

    February 11, 2015 - No Comments

    Sales professionals are a curious lot. The personality traits that enable a rep to effectively identify, woo and close prospects often make them a challenge for the marketing organization to

  • Super Speaker Jimmy V

    February 2, 2015 - No Comments

    For me, the apex of excitement is the moment just before I take the stage. I have a compelling and timely topic. I’ve added a splash of humor to the

  • Marketers: Pay Heed to the Siren Song of Content and Social

    January 14, 2015 - No Comments

    Here is an attention grabbing find from a study conducted in 2014 by the Business Marketing Association, Online Marketing Institute and Forrester Research: 83 percent of marketers are unable to

  • Woeful Tale of a Marketing Miss

    January 5, 2015 - No Comments

    I was so jazzed in the days leading up to the Webinar. The topic was timely and meaningful. I recruited a rock star speaker. And the promotion attracted more than

  • Verizon Wireless’ Sad Punt on SugarString

    December 8, 2014 - No Comments

    Thought leaders have thoughts…and an appetite for risk. That was the gist of the article I wrote this time last year entitled “The Perils and Pearls of Thought Leadership.” I

  • Best Practices in Persuasive Prospecting

    December 1, 2014 - No Comments

    When I stepped from the stage at the Government IT Sales Summit he wanted to talk about something many organizations struggle to overcome. I get that content and social media

  • Talking Web2Sales at the Government IT Sales Summit

    November 21, 2014 - No Comments

      Many congrats to the folks at immixGroup for hosting an incredibly well attended and successful Government IT Sales Summit. The the agenda was timely, the speakers and panelists engaging,

  • Oh It’s On…No Chorus of Echo Chamber Dribble at Tomorrow’s Summit

    November 19, 2014 - No Comments

    Tomorrow morning I’ll drag myself out of bed at an uncomfortably early hour and slog through Washington, DC traffic for what I anticipate will be a day well spent at