by Whittaker Associates | Feb 27, 2009 | Uncategorized
By Todd Smithee We have all heard the story of General McAuliffe’s response to the German’s surrender ultimatum in WWII. His answer was simple: “Nuts.” The message did not translate very well, but the General went on to win the day. While we are not facing such... by Whittaker Associates | Jun 1, 2009 | Uncategorized
By Todd Smithee The rain maker is a mythical being (usually associated with the legal profession) who excels at generating new business. Several years ago an attorney introduced me to a new term ” the “rain broker.” The rain broker is a person who,... by Whittaker Associates | Dec 30, 2004 | Uncategorized
by Cory Koch At one time, “lead management” consisted of responding to a customer who raised a hand and said, “Yes, tell me more.” Now, lead management is recognized as one of the most critical functions to impact sales success, and it has... by Whittaker Associates | Apr 30, 2005 | Uncategorized
by Pete Julius Need to improve the success of your marketing program? I hope that all of you answered yes to this question. Every organization needs to improve, no matter how much success it has experienced. A tremendous amount of increased competition from new,... by Whittaker Associates | May 30, 2005 | Uncategorized
by Cory Koch Separate suspects from prospects. Too many advertising dollars and too much time are spent on people who are not responding to your marketing efforts. Unless your lead-generation advertising weeds these people out, it’s not working effectively. The...