Archive for December, 2009

It is inevitable that I end up explaining the evolution of the web several times a week. Whether with clients, prospects, peers, family or friends, the web and social media have hit a point of intersection where advertisers and consumers are now in the same dialog. Even Googling and facebooking are terms my seven year old uses regularly.

In times past, the “mother-in-law test” as I called it (no offense, Grandma C.), was a litmus test to determine how simple an idea was. I would just ask, “Would your mother-in-law get that idea?” If the answer was “No.”, then the concept was either bad or overcomplicated. Well, here is my “mother-in-law test” for the state of marketing on the web today, so tell me if I have passed my own test. Read the rest of this entry »

The sales management paradox in a recession is that projects can simply no longer afford the high costs of on-site sales management by a senior sales leader, and yet now is precisely the time they cannot afford to do without it.

Sales teams are perpetually in either a virtuous circle or a vicious spiral. Success breeds more success, but lack of momentum is also self-reinforcing.   Sales teams today are working harder to make fewer sales and in some cases sales momentum is at a snails pace.  Add to that shrinking team sizes requiring longer hours to provide 24/7 coverage, drastically reduced earnings and little prospect of a quick bounce-back… and even seasoned real estate sales professionals are questioning their life choices right now. Read the rest of this entry »