Perspectives From Paul

If You're Not Helping, You're Hindering... I used to go to summer camp and the highlight was always the three-day canoeing/camping trip down the northern part of the Delaware River. During a slow stretch between sections of whitewater, one camper, Kevin, took a break from paddling and let his oar dangle in the water. Our counselor, Irving, paddling in the bow, was none too thrilled and explained to him that he was creating drag, slowing down the canoe and thwarting the effort to move the canoe forward. More...

Direct Mail Program Triggers Family Vacation... I never went to Florida for spring break. I always went skiing in Vermont, usually to Sugarbush or Mad River Glen because they had the sickest terrain. The thought of skiing the next mountain over - Smuggler's Notch, "America's Family Resort" - would have been inconceivable. So how I got on their direct mail list I'll never know but I'm about to book a family vacation there for the next spring break and it's not because of the mailing I received today. More...

How I Became A Sales Lead... When I started thinking about adding onto our log home, we realized only a log home company could tell us what we could do, what we couldn't do and how much it would cost. We had suddenly become hot prospects for a log home company, searching the Web, checking the yellow pages and paying attention to ads and articles. How do people become prospects and prospects become leads? More...

Aggressive Sales Teams Reap Greatest Rewards Of Advertising, Publicity... Effective marketing and PR delivers much more than targeted sales leads. When sales people inadvertently put prospecting on the back burner they fail to take full advantage of the opportunities created by advertising, publicity, direct mail and other materials. Here’s how much you could be missing out on by passively waiting for orders.

A Green Alien Stopped Me In My Tracks... I had already seen this full page ad four or five times, never fully reading it, never fully grasping its product or even caring to. But suddenly I felt compelled to take a closer look. More...

More from Paul...