You possibly know this situation all too intimately. You have a wonderful website complete with a great video or two. Your brand is well defined, your non digital presence and marketing are excellent and you are well positioned in the marketplace. All these components are solidly in place YET you have not recognized a substantive […]
It’s pretty simple… If you are involved in sales or business development in any way, shape or form you must must must have a clear understanding of why someone should work with you. Ask yourself these important questions: What makes you different in the marketplace? What improvements will the prospect recognize if / when they […]
Ah the dreaded closing. Why is that? There are books on it, presentations on it, consultants have built their entire practice around the topic…closing. For me (and hey this is my blog and so it’s kind of about me…sorry!), closing is simply the next, most natural step in the sales dance. It doesn’t necessarily have […]
Have you checked the weather in Winnipeg lately? It’s pretty awful UNLESS you like continual sub-zero temperatures matched by almost endless snowfall. If you like that sort of weather then you’ll find Winnipeg to be a dream come true but for me, not so much. Anyway, I have Winnipeg programmed into my iPhone. I have […]
Sometimes I just love to do laundry. There’s a definitive start and end (for the load you’re doing anyway!) When you’re done you have a great feeling of accomplishment. It’s a solitary pursuit leaving your mind free to wander. There’s no possibility of rejection. If the clothes get clean you have SUCCEEDED! Today is one […]
Happy New Year. I was away for a week (New Orleans…awesome place) and now I’m back and raring to get going and make 2014 a stellar year. So, I’m back…and back to sales basics because truly, basics are where it is at. The plain truth is that if you don’t have your fundamentals down cold, […]
The old cliche “no one likes to be sold but everyone likes to buy” is as true today as it was when it was first uttered. Being sold conjures up certain negative images: The pushy car salesperson that gets their teeth into your neck and doesn’t let go. The telemarketer that hounds you until you […]
Yep it’s that season. Making a list and checking it twice…Um, not a holiday gift list but a list of which sales efforts you are going to implement in 2014. Did sales prospecting make the list? It should! Many of us have fallen victim to the promise and seduction of social media. Post a status […]
I went to Los Angeles last weekend for a quick little get-away and based on the recommendations of several of my friends, I flew Virgin America. I had heard about how “cool” the airline was and how they made the travel experience just a little bit nicer. (Nicer. Sounds great huh but then of course […]
I get lots of calls (or emails) from folks that start off with “I want to sell more.” Sounds simple, right—I want more business! If only it were so. I want more business, I want to sell more, seems to be a universal refrain. Sounds easy yet difficult to accomplish but let’s see here if […]
