Are You Selling the Benefits of Your Product?

Are you selling the benefits of your product? For years as a sales trainer, I preached the acronym FAB (Feature Advantage Benefit.) Too often, sales and marketing concentrate on the features of their product or service (what it is), not considering what, if anything, the feature means to the consumer. Some took it further and [...]

By |2023-01-26T13:44:22+00:00January 26th, 2023|Sales and Marketing|0 Comments

Don’t Make these Ten Social Media Mistakes that too many Businesses Make

Your organizations success or failure could ride on these 10 social media mistakes. It's no secret that social media can be an effective marketing tool for business. Businesses are losing market share to competitors who use social media more effectively. If you don't want to lose customers to socially savvy competition—avoid these common mistakes. Ten [...]

By |2023-01-12T15:04:22+00:00January 12th, 2023|Sales and Marketing|0 Comments

What Makes a Successful Sales Relationship?

What makes a successful sales relationship? Whether your job title includes “sales” or not — you’re in sales. Everyday, you attempt to persuade and influence the decisions of others. This includes peers, subordinates, bosses, customers, prospects, friends, and family. Just because sales isn't in your title doesn't mean you’re not a salesperson — so don’t [...]

By |2022-10-13T14:13:12+00:00October 13th, 2022|Sales and Marketing|Comments Off on What Makes a Successful Sales Relationship?

The Customer is NOT Always Right

While conducting a meeting with front-line managers at a small business, I said, "The customer is not always right." One of the leaders of the company disagreed with me. I asked him if a customer ever asked for products or services that wouldn't help them, anything unethical or illegal, or demanded work not in the [...]

By |2022-10-11T13:54:43+00:00October 11th, 2022|Sales and Marketing|Comments Off on The Customer is NOT Always Right

What a Business Shouldn’t Share on Social Media

What a business shouldn't share on social media should not come as a surprise. Social media rules for business are the same for any media a company uses, not only SM. There is no one size fits all formula that fits the needs of every business. However, there are some basics, and they begin with [...]

By |2022-09-13T14:09:14+00:00September 13th, 2022|Sales and Marketing|Comments Off on What a Business Shouldn’t Share on Social Media

Top Ten Social Media Marketing Mistakes

Instead of Top "Ten Social Media Marketing Mistakes", I almost titled this post “MY Top Ten Social Media Marketing Mistakes” because although I haven’t made every one of these—I've come close. I’ll take that further; I continue to make mistakes, which gives me the opportunity to learn. Ain't it great? Every day I’ll see someone [...]

By |2022-07-26T14:54:03+00:00July 26th, 2022|Sales and Marketing|Comments Off on Top Ten Social Media Marketing Mistakes

Would You Buy From You?

Would you buy from you? It's a good question. 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. It's a step towards becoming a customer-centric organization, a better company with a loyal customer base. So, would you [...]

By |2022-06-23T12:52:27+00:00June 23rd, 2022|Sales and Marketing|Comments Off on Would You Buy From You?

Do We Really Need One More “How to Write an Elevator Pitch?” Article

There are a bazillion articles, tutorials, analyzers, and videos on how to write an elevator pitch — so why one more? I have a slightly different perspective, which I’ve found to be successful. The elevator pitch (EP) theory is, when introduced, there is very little time to capture someone’s attention. How to Write an Elevator Pitch The [...]

By |2022-03-31T13:56:30+00:00March 31st, 2022|Sales and Marketing|1 Comment

Who Makes A Good Salesperson?

So, who makes a good salesperson? I googled this question and got over 6 million results. And, as it’s easy to do, I floated off to the blog-o-sphere, happily reading away, away, away. Is there an echo in here? Much of what I found was as I expected. I didn't expect the general opinion to [...]

By |2022-02-08T14:37:43+00:00February 8th, 2022|Sales and Marketing|Comments Off on Who Makes A Good Salesperson?

Are Your Sales and Marketing on the Same Page?

Are your sales and marketing on the same page? Are you certain? When sales and marketing work together, forming one team with collective goals based on mutually beneficial outcomes and driven by shared activities, they reach their goals and more. Does that sound like your sales and marketing teams? Do your sales and marketing teams [...]

By |2022-02-05T13:55:37+00:00February 3rd, 2022|Sales and Marketing|Comments Off on Are Your Sales and Marketing on the Same Page?
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