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 [...]

10 08, 2018

18 Types of Videos Any Organization Can Share (We did and so can you)

By |2019-01-31T13:52:49-04:00August 10th, 2018|Sales & Marketing|

We posted our first video on YouTube, TKO Graphix Video, more than seven years ago. Since then we’ve uploaded more than 175 videos and have more then 150,000 views. We've uploaded many  types of videos.  Some of these video categories will fit your business and culture, others may not. It doesn’t take much research to [...]

3 08, 2018

Want to be a More Engaging Presenter? Add Stories and Questions to Your Presentation

By |2018-10-10T15:12:46-04:00August 3rd, 2018|Sales & Marketing|

I’m in the process of  facilitating a series of management development meetings with TKO Graphix installation team leaders. We have installation management at our Plainfield, IN facility as well as locations on the south side of Indianapolis, Lafayette, Terre Haute, and Brazil. The group numbers more than a dozen, so we split them into two teams [...]

1 08, 2018

Would You Buy From You?

By |2018-10-10T15:12:13-04:00August 1st, 2018|Sales & Marketing|

Would you buy from you? It’s a good question, isn’t it? Unfortunately, it’s not one that most businesses consider. However, businesses are richly rewarded when they take the time to think about how their processes affect their customers. They become a customer-centric organization, a better company, with a loyal customer base.  So, would you buy [...]

21 06, 2018

How to Create Small Business Marketing Plan

By |2018-06-21T13:03:02-04:00June 21st, 2018|Sales & Marketing|

If you own or manage a small business, you probably have a business plan, and most likely your business plan mentions marketing. However, I’ve found that after a year or two many small businesses have no idea what that marketing plan was. Because too often a small business marketing plan was included in the overall [...]

14 06, 2018

How to Simplify Marketing in the 21st Century

By |2019-02-01T12:16:42-04:00June 14th, 2018|Sales & Marketing|

Marketing in the 20th century was simpler — I know because I was there. Today, whether you’re constructing a marketing plan, rebranding an organization, or developing a call to action, there’s a lot more to it. Isn't it time to simplify marketing? Here’s What I Mean  In the late 1970’s I took a position with [...]

11 05, 2018

How Social Media Marketing is Like a Grocery Store.

By |2018-05-11T13:38:03-04:00May 11th, 2018|Sales & Marketing|

Okay, I don’t like posts comparing two dissimilar things, stretching what they have in common, and then sharing them as if they’re world-shattering revelations. I don’t believe I’ve ever written one – until now. But there’s a reason, at least for me social media marketing is like a grocery store. You see, I grew up [...]

3 05, 2018

The Ten Steps of Twenty-first Century Sales

By |2018-05-03T11:18:56-04:00May 3rd, 2018|Sales & Marketing|

A few of my old colleagues and competitors will “get” the title. Back in the day, there was a Ten Step sales system that was all about sales psychology and leading prospects to a buying decision not always based on what the prospect needed, but rather on what the salesperson wanted to market. Old School [...]