Sales
Published: 06/09/2008
Popcorn machines are a fantastic way to raise money for an event or non-profit organization. The tantalizing smell of fresh popcorn popping is fantastic advertising all on its own, attracting customers from a great distance. However, many other things can be done to bring people to the popcorn...
Published: 05/09/2008
Like me, I'm sure you know a lot of people who want to succeed. Business owners, entrepreneurs, sales and marketing folks, blue and white-collar folks alike; we all want more than we have now, whatever that *more* happens to be, for each person.
The whole thrust of what my company's services...
Published: 05/09/2008
Are you boring your customers? When you market by telephone or face-to-face selling, are you approaching your customers from their perspective or from yours? And are you interesting, different from all the other messages they receive?
Napoleon Hill, author of the famous book *Think And Grow...
Published: 05/09/2008
I recently read some stories about an IT services company called Sparxent whose founders created the company with the "premise that the current Value-added Reseller (VAR) model for the middle market needs to evolve to better serve the segment."
They continue with, "mid-market companies in the...
Published: 05/09/2008
There is a copywriting concept called "Entering the conversation going on in your customer's mind." This is both a simple and complex technique to use and understand but when you do master this important skill, it is extremely effective in building your relationship with your customer.
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Published: 05/09/2008
My niece just graduated from a top flight parochial school and has been accepted into Wesleyan college. I am very proud of her but I also felt compelled to give her some experiential words of wisdom. I told her that although her college education will be of great benefit to her, it is her mental...
Published: 03/09/2008
Again and again, when speaking with my clients, they tell me that if they had more leads or their sales staff, it would solve their challenge or problem. If they only had more leads. Yes, leads are great. But I've learned that that's not the problem they are really sharing with me.
The...
Published: 29/08/2008
What is this coveted "holy grail"? Some describe it differently but it's the desire of a VAR, solution provider, systems integrator, or any other sales person to be viewed as their clients' trusted advisor. I know that phrase is very over-used but let's focus on the actual meaning. If you...
Published: 25/08/2008
You love the product or service you represent, but you have not found the success you had hoped for. It may have crossed your mind, but do not quit just yet. Most Internet business owners are under the impression they must invest 50% of their sales into lead generation. That is a good chunk of...
Published: 25/08/2008
During a new project call, today, a client asked for my advice on which was better, telemarketing or email, for finding new prospects.
My basic answer is that the telephone is overall more high-touch and more reliable. However, email, when done correctly can be effective. I didn't say *as*...
