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 [...]
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 [...]
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 [...]
It's the time of year when people think about sales goals. Businesspeople discuss monthly, quarterly, and year-long goals for the coming New Year. Salespeople look at potential new business and how to outperform last year's numbers. But what are realistic sales goals? I've said before. You Cannot "Do" A Goal – You Can Do Activities. To [...]
Here are 4 ways to keep clients happy in this day and age. Does the world seem to be speeding up? Is it because I’m older, or are things faster than 5, 10, or 15 years ago? The pace of new information is nearing light speed. Does the ever-increasing access to information make customers more [...]
So, how critical is it to keep selling during the holidays? A few minutes ago, I saw a Facebook post from the co-owner of an agency where some friends work. They shared this, "Sometimes you go three months without signing a new contract. And then sometimes you land five exciting contracts in one week. You [...]
Last Holiday season, I received all sorts of holiday business marketing, cards, emails, and promotional gifts from vendors and business associates. Two stood out in my mind, but for different reasons. One was memorable for its sincerity and the other for its crassness. How do your business partners and customers perceive your holiday business correspondence? [...]
Should you under-promise to over-deliver? No. For years I’ve preached not to over promise and under deliver, and I stick by that. However, purposely under-promising to over-deliver isn’t a good marketing plan. If you purposely under-promise, the likelihood that you’ll lose sales is high. Any competitor who can offer your client more than your under-promised [...]
I received a call from a friend in a panic. They asked me how to deal with a negative google review they'd missed. Their business had received a one-star negative google review, but it was worse than that. Someone posted the review two months ago, and they missed it. So, if this happens to you, [...]
Are you prepared for sudden business growth? After the year many businesses have experienced it might sound like a silly question. However, I believe things will get better and for many organizations business will explode. Do you think I’m overoptimistic? Ask yourself the same question after the upcoming holiday season. I was fortunate to be [...]
