Today’s guest post is written by Rich Burghgraef.

If you were to sit in on one of our internal meetings at Randolph Sterling, Inc. you would more than likely hear someone on my team ask me to provide more content for our blogs, social media, and other marketing efforts.

I don’t have a problem sharing my ideas and I enjoy writing. The problem is making the time to do it.

I run a sales company and as such I am sales-focused. When I think of the time it takes for me to write an article or to discuss the website, my first thought is, “How many sales calls could I have made in that time and would that have been more productive?”

I am not in the minority with this thinking…I may not be completely correct, but I’m not alone.

For the first five or so years of my business’s existence, our ideal prospects were other sales-focused companies. Usually we were brought in to help with sales issues such as covering an open territory while they hired a replacement, handling the “top of the sales funnel” while the in-house team focused on the leads, or assisting simply in cleaning out their databases. (more…)