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Why Leads Are Like Potato Chips (and can be just as bad for you)

August 19, 2010
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Doctors tell us to have a diet of nutritional foods that are low in calories. Instead, many of us (me included!) tend to eat foods that are filling but have little nutritional value (think potato chips).

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Sales Managers – why aren't you buying?

September 17, 2009
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Why don’t we invest in more products for our own sales organizations? Are these not the same barriers we face as we try to sell products to others? Focusing on the solution, and meeting needs, is now only half of it. When we analyze why so many sales fail to come to closure in the end, we just might realize that the real objections were not handled.

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Other uses for Drip Marketing

September 15, 2009
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We all know about drip marketing and how important it is to stay in front of prospects.  We work with prospects at every stage of the buying cycle, and that’s why its critical that we stay in front of them through the entire process.  But there is one more important use of drip marketing. Don’t […]

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Changing your Sales Tactics to Win in a Down Economy

August 28, 2009
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It’s most difficult to change when we’re successful the way we do things now.  To ensure uninterrupted success, companies fiercely protect the status quo.  That is one reason why mature companies lose out to young up-starts. “If you don’t like change, you’re going to like irrelevance even less.”  (Chief of Staff, U.S. Army)           General […]

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