John R. Graham

• How to Sell Benefits to the Small-Business Owner

  By John R. Graham  |  November 1, 2007

  Selling benefits in the small-business market isn't easy. It's time-consuming, offers smaller com-missions, and is often more frustrating than serving other clients.

• 5 Ways to Make Prospecting Easier

  By John R. Graham  |  October 1, 2007

  Prospecting for new business should be easy. With more than 1.25 million Google entries on the subject, there should certainly be more than enough advice available to make anyone selling anything a great success. If that's true, then why

• A Refresher Course in Direct Mail

  By John R. Graham  |  May 1, 2006

  Why would any company use direct mail today? Perhaps the most direct answer is simply that direct mail reaches people -- the right people -- in more ways than one. In fact, 56 percent of marketers participating in a recent survey said they

• Ten Ways to Make 2006 a More Productive Year

  By John R. Graham  |  January 1, 2006

  Federal Reserve Chairman Alan Greenspan expresses concern about the economy. The price of gasoline eats into the family budget. The fiscal impact of hurricanes Katrina, Rita, and Wilma will be felt for years. The debt from the Iraq war mounts,