Claire Martin departed from the newspaper last month, along with 18 other staffers who accepted a buyout offer. Martin was mostly a feature writer at The Post, and her obituaries received national acclaim. Her writing at The Post will be missed.
Sometimes I ask the question. Other times, I don't ask it outright. But one thing is for sure, everytime I am with a customer, I am listening for the answer to this question: What is keeping you up at night?
One of the tenets of direct-response marketing is to target the sales effort to qualified prospects: people who have already demonstrated an interest in buying products and services similar to those you are selling.