Win-win or no deal. That's the philosophy practiced by great salespeople and great business owners. If the transaction and service is not a good deal for both parties, why do it? Unfortunately, all of us have experienced the opposite in buying products and services. At Dog Star Media, win-win/no deal is the sales philosophy we teach clients and the...

In this blog series about noise in your marketing, I've made plenty of references to metrics as a way of measuring and clarifying performance. The use of metric tools is vital to clearing up ambiguity and eliminating a lot of noise and confusion about your marketing activities. However, there is another aspect about using metrics that can cause jus...

We define sales as person-to-person communication that results in a resolution. When a sale is completed successfully, it should be a win for both parties. Seems simple enough, right? Actually, it's not. Since humans are executing that person-to-person communication, this is the source of plenty of noise. Verbal communication to build value and exp...