How to Keep Selling During the Holidays

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 [...]

By |2021-12-16T14:50:33+00:00December 16th, 2021|Sales and Marketing|Comments Off on How to Keep Selling During the Holidays

The Good the Bad and the Ugly of Holiday Business Marketing

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? [...]

By |2021-12-14T14:23:42+00:00December 14th, 2021|Sales and Marketing|Comments Off on The Good the Bad and the Ugly of Holiday Business Marketing

Should You Under-Promise to Over-Deliver?

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 [...]

By |2021-11-30T14:25:51+00:00November 30th, 2021|Sales and Marketing|Comments Off on Should You Under-Promise to Over-Deliver?

How to Deal With a Negative Google Review You Missed  

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, [...]

By |2021-10-14T14:15:27+00:00October 14th, 2021|Sales and Marketing|Comments Off on How to Deal With a Negative Google Review You Missed  

Is Your Business Prepared for Sudden Business Growth?

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 [...]

By |2021-09-21T14:27:17+00:00September 21st, 2021|Sales and Marketing|Comments Off on Is Your Business Prepared for Sudden Business Growth?

5 Things I Learned from the Family Business

There's much I learned from the family business but these 5 things stand out. When I was 12 years old, my parents bought a grocery store. I spent much of my teen years working in the family business. That was more than 50 years ago. The world and the world of business have changed, but [...]

By |2021-08-05T13:49:31+00:00August 5th, 2021|Sales and Marketing|Comments Off on 5 Things I Learned from the Family Business

Do Your Customers Trust You? Are You Sure?

Are you in sales? Do your customers trust you? I read something from HubSpot recently that made me pause. According to HubSpot, only "17% of salespeople think they're pushy — compared to 50% of prospects. And along similar lines, only 3 % of buyers trust reps." -- HubSpot Sales Statistics  I knew there was a disconnect [...]

By |2021-07-29T14:06:29+00:00July 29th, 2021|Sales and Marketing|Comments Off on Do Your Customers Trust You? Are You Sure?

What if the Customer Isn’t Right?

But, what if the customer isn't right? Since 1909 when Harry Gordon Selfridge first uttered the words, "The customer is always right," businesspeople have followed his doctrine. But what if the customer isn't right? You're working with a customer. You've done your homework, and you understand what they hope to achieve. You've asked a hundred [...]

By |2021-07-21T15:49:12+00:00July 21st, 2021|Sales and Marketing|Comments Off on What if the Customer Isn’t Right?

6 Ways to Cultivate Repeat Business

Every company I know wants to cultivate repeat business, but few consider how to achieve this. Everyone loses clients, budgets are cut, companies change directions, and some companies don't survive. But have you ever lost an account you could've and should've continued to service? Has a customer ever needed new work you could've done, but they [...]

By |2021-07-08T13:59:02+00:00July 8th, 2021|Sales and Marketing|Comments Off on 6 Ways to Cultivate Repeat Business

17 Activities Successful Sales Managers Embrace

What are the ingredients to a successful sales managers recipe? Is it hitting targeted sales quotas, building a roster, developing relationships with clients? Yes, it is, it’s all of the above and more, but what activities help successful sales managers reach these goals? As I’ve said more than once, you cannot do a goal you [...]

By |2021-06-15T13:57:25+00:00June 15th, 2021|Leadership, Sales and Marketing|Comments Off on 17 Activities Successful Sales Managers Embrace
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