|Leadership: How to say it|
Considerable skill is required to successfully say to someone in a power position, "I want to do it my way instead of your way."
|Fill Your Pipeline by Refining Your Referral Requests|
Broaden your expectations to seek introductions to people who'll
implement and appreciate your offerings like your best clients do.
|Good Questions and The Basics of Selling|
The best salespeople execute the essentials with excellence. They focus
on the quantity and quality of their interactions with their customers.
|Don't Overlook Sales Fundamentals!|
As we face tougher market conditions, the pressure is on for us to close more business.
|Content is King in the New 'Post-Marketing' Era|
Economic changes are forcing companies to rethink how they market to their customers.
|Business Goals Help You Plan Your Marketing|
To develop a sensible marketing plan, you need to know what you want to achieve with your business and how you are going to get there.
|Convert More Appointments to Sales Opportunities with These 5 Questions|
Here are 5 questions to help you accomplish the three "not complicated" steps in selling.
|5 Smart Decisions to Selling Success|
This is about individual sales professionals making a decision to take responsibility for their success
|Beware of Hiring Your Competitor's Sales People|
Hiring sales people from the competition always seems like a no-brainer, but there are many pitfalls with this hiring strategy.
|The Best Way To Predict The Future Is To Invent It.|
My clients expect me to know what is happening in the business world and advise them accordingly
|Rocks, To Do's and Intentions|
Over the years, I've discovered that when sales people tell me that
they have prospecting on their "to do" list, what they really are
saying is that they "intend" to prospect.
|Keep Doing, Start Doing, Stop Doing|
Keep Doing, Start Doing and Stop Doing: What are those important issues for your firm?
Purchasers would be "much more likely" to buy from a salesperson if that salesperson would just "listen" to the customer.
|A Budget-Friendly Way to Market in a Recession|
As the recession marches on, most companies have reduced their
marketing budgets and must be creative with the advertising dollars
|Why Corporate Images Are On Fire?|
Today, no matter how big or small the name-identity, it must face some of the principle Laws of Corporate Naming
|Consistent Sales Growth|
I'm sure that some of you are saying, "We have sales growth." I'm sure that you do. However, is it consistent?
|Stop Quoting and Start Qualifying|
Stop quoting and start finding sales prospects that fit the profile of your ideal client.
|Are You Buff or Buffalo in Selling?|
You want to become "sales buff"? If so, then you have to make sure you
understand what it takes to be buff
|CPM and Cost-Per-Point are not the same|
The recent industry proposal that spot media change from a
cost-per-point to a cost-per-thousand currency measure ignores
|Finding the Right Marketing Mix in Tough Times|
Most b-to-b marketers are confronting tough choices on the most effective ways to use their budgets.