In the wake of highly publicized bankruptcies, store closings, and layoffs from some of America’s largest retailers, publications like the Atlantic and Bloomberg have published recent stories on the “retail apocalypse.” However, a widespread “retail […]
Here are three questions you may have never asked yourself prior to entering into a negotiation, but should: What kind of negotiator am I? What kind of negotiator would I like to be? And, more […]
Businesses that want potential customers to linger longer on their websites have an easy tool for making that happen – video. It turns out, giving website visitors text to read or photos to look at […]
Moore’s Law, which states that computer processing speed doubles every two years, has evolved into a technological arms race where technology as a whole is doubling every two years. The untethered existence of even just […]
I love business cards. Each one that I’ve designed or collaborated with a business partner to create has been my very favorite. There’s excitement at the initial stage of development when you are naming your […]
It’s Monday morning. You know you have to make it to your scheduled appointments on time so you don’t get behind throughout the day. You know that if you start to run late, even five […]
One of the more fascinating aspects of sales is finding out why a sales call didn’t result in a sale. What reasoning did that prospect use to ultimately say no? What turned him against you […]
If you have ever received a sales call during dinner, it’s probably safe to assume you’ve had a bad experience with selling. Unfortunately, the same negative reaction you experienced while eating green beans with your […]
The movie The Jone$es (with Lauren Hutton, Demi Moore, and David Duchovny), features a three-minute scene that should be required viewing for anyone aspiring to or currently managing salespeople. Sales executive KC holds a meeting […]
What can a 12-year old teach you about sales? Quite a bit, as it turns out. It’s Girl Scout Cookie time in our part of the world. For those of you who are unfamiliar with […]
According to the Gartner Group, businesses spend between one and three percent of total annual revenues generating printed materials. Yet, as social media and digital advertising continue to increase in popularity, many marketers question the […]
It seems more difficult than ever to have a conversation with a prospect these days—especially in professional services, like public relations and marketing. It’s as if there’s a special blacklisted hole for business development professionals. […]
Advertising is almost as old as business commerce itself. From Old West village blacksmiths hanging up their shingles to automobile dealerships running local radio spots and offering Internet deals, nobody can deny advertising’s crucial role […]
I was a wholesale diamond trader for 25 years. I worked deep in the heart of the famous Forty-Seventh Street Diamond District of Manhattan. When I tell people this, the first thing they ask me […]
Surprise and Delight Your Clients One of the first things a salesperson learns is to speak to the needs of their client base. For Pat Donovan, this means speaking English, Spanish, Dutch and Papiamento. Papiamento […]
Those that know me know that I speak allegorically— I have a penchant for using nickel words and often turn to analogy and allusion to make a point. I have always found that it makes […]
One rep on your current sales staff stays at or above quota, while the other has a difficult time consistently achieving the sales goals. Recently you decided to hire a third salesperson. As soon as […]
The most common reason is that the managers work from instinct and results, rather than process and activity. But it doesn’t have to be that way. A good activity management program is within the reach […]
…But Don’t Ignore The Changing Marketing Landscape Without sales, no company can survive. However, making positive sales decisions has become even more important and complex as we move deeper into the second decade of the […]
Every business in today’s economic climate faces a persistent question: How can more lucrative opportunities be found? Companies from almost every sector of the economy are finding they have to stretch to uncover new approaches […]
The use of incentives is often overlooked as an effective way to increase market share in a shrinking economy. Productivity-based, excess profit incentives can be designed with no upfront cost. Better yet, they are paid […]
Products don’t sell themselves. Good marketing DOES. So you have this fantastic product/service you’re offering. You’ve done your homework and through your calculations, there is simply no other product/service on the market that competes with […]
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