More articles about Marketing, Sales, and Business

Featured image for “Selling Means Knowing When To Shut Up”

Selling Means Knowing When To Shut Up

I don’t want salespeople repeating marketing copy or technical specifications from the website. If I want a parrot, I’ll buy one.
Featured image for “Trying To Out-Google Customers: Why You’ll Lose At Web Search”

Trying To Out-Google Customers: Why You’ll Lose At Web Search

Don’t try to go up against your customers when it comes to content for web search results. You won’t win.
Featured image for “Marketing Is About People, Not Technology”

Marketing Is About People, Not Technology

Business marketing today is not about the technology behind the initiatives. It is about connecting and providing value to meet customer expectations.
Featured image for “Risk & Assumption: Making An Ass Out Of U and Me”

Risk & Assumption: Making An Ass Out Of U and Me

Assuming anything in the customer buying journey makes as ass out of you and me.
Featured image for “When All Businesses Are Remarkable, They’re All The Same”

When All Businesses Are Remarkable, They’re All The Same

You cannot position your company based upon attributes that can be used by your competition. Your business value proposition needs to be something that the other guys can’t claim as their own.
Featured image for “Cold Calling Sales Conversation Over A Ruby Murray”

Cold Calling Sales Conversation Over A Ruby Murray

Cold sales calls haven’t died. They’ve evolved.
Featured image for “Maintaining Credibility In The Eyes Of Your Customer”

Maintaining Credibility In The Eyes Of Your Customer

If you don’t seem credible to your customer, they’ll buy elsewhere.
Featured image for “Stop Selling”

Stop Selling

There’s one common trait that the best sales and marketing people all seem to possess: Passion.
Featured image for “Do you have Followers, Fans or Evangelists?”

Do you have Followers, Fans or Evangelists?

Getting your customers to help out with your marketing. Why? Because they want to.
Featured image for “Start With “Employee Service” and “Customer Service” Will Follow”

Start With “Employee Service” and “Customer Service” Will Follow

Your employees are your first-line brand ambassadors. Treat them well.
Featured image for “Today’s Game Is About Changing The Game”

Today’s Game Is About Changing The Game

The fact remains: your industry and customer expectations will change. You can either lead that change, or follow it.
Featured image for “Do As I Say, Not As I Do”

Do As I Say, Not As I Do

There has to be buy-in at every company level in order for any marketing initiative to truly work.
Featured image for “What Does Your Company Sell?”

What Does Your Company Sell?

Are you selling price, or customer value?
Featured image for “Are Your Salespeople Selling? Or Are They Begging?”

Are Your Salespeople Selling? Or Are They Begging?

If all you are doing is asking for the sale, then you are not selling. You’re just begging the customer for the order.
Featured image for “The Thrill Of The (Sales) Chase: But Don’t Forget Existing Customers”

The Thrill Of The (Sales) Chase: But Don’t Forget Existing Customers

Selling to new customers is great. But selling to existing customers is easier and cheaper.
Featured image for “Judging A (Note)Book By Its Cover”

Judging A (Note)Book By Its Cover

The birth of a new product segment – and its soon-to-be rapid, untimely death.
Featured image for “How Do Your Customers Find You?”

How Do Your Customers Find You?

Customers find your business in a variety of ways, via numerous channels. It’s important to be where they expect to find you – as well as not in places where you’re not welcome.
Featured image for “Non-Optional Extras: Hiding The True Cost From Your Customers”

Non-Optional Extras: Hiding The True Cost From Your Customers

When you have the gall to charge an extra $500 delivery on a $30,000 automobile purchase, the only thing the customer remembers is the insult of having to pay the hidden extra.
Featured image for “Making Lemonade From Lemons”

Making Lemonade From Lemons

Even once the economy bounces back, we’re not going back to ‘the good old days’. The climate will be different. Customers will be different, so business will need to be different.
Featured image for “Tradeshow Trauma: Are Trade Exhibitions Still Relevant To Your Small Business?”

Tradeshow Trauma: Are Trade Exhibitions Still Relevant To Your Small Business?

Exhibiting at a tradeshow can be a very effective sales tool. But today, so can many other things.
Featured image for “Increase Sales Leads From Your Website”

Increase Sales Leads From Your Website

Want more website leads? Get a better company website. Your site needs to be more than an online brochure.
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