31 01, 2019

How to Simplify Marketing in the 21st Century

By |2019-01-31T09:50:33-04:00January 31st, 2019|Sales & Marketing|

I know because I was there — marketing in the 20th century was simpler. Today, whether you’re constructing a marketing plan, rebranding an organization, or developing a call to action, there’s a lot more to it. So, is it time to simplify marketing in the 21st century? Here’s What I Mean In the late 1970’s I [...]

23 01, 2019

Be a Sales Consultant and Earn the Right to Ask for the Order

By |2019-01-31T11:23:31-04:00January 23rd, 2019|Sales & Marketing|

In a previous post, I mentioned that my 23-year-old grandson asked for my sales advice. He’s never been in sales, until now. He recently accepted a sales position. One of the mistakes I see often with salespeople is when they’ve earned the right to ask for the order but hesitate or don’t ask for the [...]

1 11, 2018

How Many of Your Employees Are in Sales?

By |2018-11-01T13:39:50-04:00November 1st, 2018|Sales & Marketing|

The correct answer is, “Every, single, one of them. Yes, all of your employees are in sales. Some work directly with client’s while others are behind the scenes. However, whether the employee has the title of salesperson or production assistant their quality of work, commitment to service, and communication with customers all impact the sales [...]

30 10, 2018

How to Create a Content Marketing Team

By |2018-10-30T12:00:17-04:00October 30th, 2018|Sales & Marketing|

For the last several years it’s been said that content is king. But the truth is it’s not that simple. The days when content strategy boiled down to indiscriminately sharing content, regardless of its quality, usefulness, or appeal, have long since passed. Purposeful, useful, well-produced content, which solves problems, answers questions, and reaches a target [...]

25 10, 2018

Do You Believe in Your Marketing?

By |2018-10-25T12:00:17-04:00October 25th, 2018|Sales & Marketing|

If you didn’t know anything about your organization, if you’d never heard of your business, and didn’t work for your company would you believe the businesses marketing? Do you believe in your marketing? Belief can be divided into two segments. First, belief in deliverables, does your business deliver on the promises marketing makes, and secondly [...]

20 09, 2018

The Downside of Discounting to Make the Sell

By |2018-09-20T13:42:13-04:00September 20th, 2018|Sales & Marketing|

If you’re in sales, you’ve discounted to get the sell. Heck, it might be an everyday occurrence for you. In a previous life (30-years ago) discounting was something I did on every sales presentation. It’s how I sold. I’d justify the list price (why it’s worth it), share my urgency (I had idle crews), and [...]

23 08, 2018

Is Your Sales Team Meeting Customer Expectations?

By |2019-01-31T12:45:35-04:00August 23rd, 2018|Sales & Marketing|

For more years than I want to admit I’ve worked on improving one of the biggest mistakes I make when interacting with others. The mistake? I expect others to be like and think like me. It's not a good strategy for meeting customer expectations. What, Everyone Isn’t Just Like Me? It’s a topic I’m passionate [...]