If you are saying to yourself “But I’m not the creative type, this does not apply to me” allow me to challenge that notion for the moment and coax you to read on. People tend to like “familiarity” because in most cases it makes our life that much easier. Think about this. When you walk into your favorite grocery store, you know your way around, you know where everything is. You could run in, get what you are looking for and be out of there. But what if they...
Are your sales low? Margins thin? Do you experience high turn over in your sales department? Worse yet, do you tend to attract and keep low-performers? Have you considered you sales compensation plan as a cause for some of your problems? If you haven’t, you should. One point before we get started: Sales compensation plans are not a substitute...
If your answer to “How are you?” seems to always be “BUSY”, this may be a good time to take a closer look at your most valuable resource. How can you make sure that “busy” also means productive? How can you take control of your time? First make the decision that now is the time and commit to the...
Encouraging the involvement of your whole organization in your marketing, selling and customer service efforts has this as one of its many positive results: the more integrated you become...
… and one from the archives. I wrote this article a few years ago and even though the examples are a bit old, all of the principles are relevant...
This one is an old story and even though it’s not exactly a selling situation, it is a great example of just how important it is to 1) be...
To begin our discussion on Prospecting, let’s start with a word association game: If I said, “Closing the Sale” you’d probably respond with words such as relief, commitment, excitement,...
Lately I’ve been feeling like the less I do, the more I actually get done. Allow me to explain. Real quick though, let me just check some e-mail messages...
I guess any marketing effort, compared to no marketing at all, is a step in the right direction. But that having been said, for marketing to be most effective...
