Being in the strategic marketing arena for more than 25 years, it still somewhat surprises me when clients and their colleagues assume they know more about the field than my fellow marketing professionals or I do. But, what I’ve come to realize is marketing is...
As I look at the end of this year and get ready for the next, I think about what to improve upon or do a bit better. One thing that comes to mind is a clearer understanding and use of the different on-line marketing techniques...
Recently, I had the opportunity to meet with a prospective client who said, “We can’t wait to hear your ideas.” I took that as simply a part of our conversation, and not necessarily an important part considering the many challenges they faced. But it got...
As businesses keep evolving and finding ways to function more effectively and efficiently, I’m noticing continuous improvement in managing the cost of sales. The process itself has significant overhead, with some estimates as high as $600 to $800 per individual sales call at an average...
It still amazes me when I speak to some salespeople—particularly those who represent a huge brand their company has spent tons of money to develop—that they can’t articulate brand basics: vision, core values, and unique selling proposition. So, let’s revisit the basics of your sales...
I recently had the opportunity to speak to a group of businessmen that represented large companies with sales of $50 million or greater. I asked a couple of questions about their marketing and sales efforts, and we talked about a number of things that were...
What’s your typical conversation starter? Does it focus on the weather? A local sports team? House business? I always talk about having a plan for your sales call. And part of that plan includes starting off the conversation in the direction you want it to...
Doubts and second guessing are the bane of true potential. We’ve all seen a golfer who suddenly thinks he’s using the wrong club or hasn’t lined his shot up right. The result? A bogey or worse. The same holds true when it comes to committing...
To those of you interested in growing your business, On March 8th, we will conduct our first GROW meeting of 2013. If you have never been to one of the meetings, we combine knowledge sharing, marketing and sales tips with take home value and some laughs....