Ahead of the Curve and Out of the Box

One of my favorite sketches from SNL’s  Wayne’s World  was when the guest star (memory eludes me) was a cool kid who was on Wayne’s show to announce what the new, cool word would be for the upcoming school year. That not only struck me as funny, it...

Is Cold Calling Part of a Sales Rep’s Job?

This is neither an endorsement nor a condemnation of cold calling. In some models, it makes sense, in some it doesn’t. This post isn’t just about cold calling – it is about all lead generation activities. Lead Generation is a marketing function. I...