Just like the previous 45 games, the winner of this year’s Super Bowl came down to one stat. Turnovers.

According to Stats, LLC, the team that wins the turnover battle wins the game. Not the team to win the coin toss (that’s true only 49 percent of the time), scoring...

No doubt, 2011 was the tipping point for the marketing department. Marketing automation, content marketing and analytics entered boardroom conversations. Even at the smallest of companies (for which I consult), marketing directors and channel managers find themselves in the spotlight for the very first time.

So how should the CMO,...

Early on in my sales career at Intel, a customer asked me to "help" him write a request for proposal (RFP). I say, "help," because he really meant for me to write the entire thing. And this wasn't just any RFP, it was for the very products I was selling.

Could it really be that simple?

That's the second question I asked Tom FitzGerald, resident expert in corporate transformation. Tom's one of those guys you'd love to hang out with, just for the opportunity to tap into his gray matter over a couple of Guinness Extra Stouts at a local...

If you're a sales executive you know many of your first meetings with prospective customers often feel like a job interview. Similar meeting preparation. Pointed questions. Friendly tension.

It's all for good reason. Your prospects want to know they can...

I got a Google Alert this morning about a new resource for better blogging.

Always looking to improve my blogging skills, and given Darren Rowse's credentials in the blogging ecosphere, I snapped it up.

So, here is my review of The Copywriting Scorecard for Bloggers by...

"You're never too old to learn something stupid"

Sometimes you just need a headline or subhead to get your brain to fire on all cylinders. And there are other times when you need a good, catchy title (like I did for this article!).

The above headline ("never being...

"Just give me a hot lead. Just give me two of the premium leads."

All sales leads are not created equal. Who can forget Glengarry Glen Ross and the premium Glengarry leads?

Sales reps were willing to commit practically any [illegal] act to get their hands on...

The following is a transcript and audio mp3 clip from my presentation to the Business Marketing Association's annual conference (June 2, 2011) Download the complete mp3 (7:21)

I know my bio says I've been a marketing consultant for the...