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 […]
There’s no better stat than Eric Schmidt’s to illustrate how radically the amount of information available to people has expanded. Just a decade ago, marketers were able to control much of the messaging that consumers […]
You probably squeeze managing your sales force into an already tight schedule. After all, sales managers spend all day dealing with sales issues, while you have other departments to oversee. So, when you do set […]
Imagine you are in a foreign country and you are thirsty. You could be adventurous and try the local soft drink in a wonderful new flavor. Or you could pick up a Coca-Cola or Pepsi […]
Salespeople are incredible. Like Hollywood actors, whenever they open their mouths, they are putting themselves and their company on the line, taking a risk in the hope of a favorable outcome. Just like actors, even […]
Urban Bratz, LLC was the brainchild of former art director/designer and boutique owner Heather Daniels, an Illinois native. After years designing movie posters and theatrical campaigns in Hollywood, for studios such as Universal and Warner […]
During my time working with (and for) companies large and small, I have discovered that there is a common element to the most successful businesses. The most successful companies have a sales culture. A sales […]
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