Since Covid took over we have all been having more meetings than ever. So I thought it would be a good time to get back to the basics of running a good and effective, and most importantly, productive meeting. We have all become almost too familiar with platforms such as Zoom, Microsoft Team, Uber, and […]
Marketing Money To Spare?
One of the more interesting side effects of this Pandemic is that companies are not spending the money they had originally budgeted for sales and marketing. We are not travelling, which means we are not buying plane tickets, renting cars, or staying in hotels. Heck, we are for the most part, not even visiting customers […]
The Story Behind A Great Story
We all know that behind every great company is a great story. We are all completely infatuated with stories, we love hearing them and we love telling them. I think it goes all the way back to when we were kids and got to listen to a story being read to us every night. Then […]
What Marketing Is Not…
I spend a lot of time in this column talking about what branding is, what social media is and what marketing is and I try to get the message out that every company has a story to tell. It is our job as marketing professionals to create that story, make it an alluring and attractive […]
Get Your Customers Selling For You
You can talk all day about how great your company is. You can tell people that you have great products, that your services are unparalleled and that you have the best customer service on the planet, and it will be to no avail. All you’ll get is a big yawn. The simple reason is that […]
10 Ways To Get Going Again (and Beat Those Summertime Blues)
Ever have one of those days when you just can’t get going? Nothing seems to work. No matter how hard you try you just can’t get out of the parking lot both proverbially and literally! You try calling prospects, all you get is voice mail; you try to write some sales emails and you just […]
Things I’ve Heard From Salespeople In The Past 90 Days
This is certainly an interesting time we are going through. I have been on innumerable meetings with salespeople literally from all over the world and I have heard things from some of them that not only boggles the mind but also pushes the very essence of common sense over the edge. I think that every […]
That Dreaded Cold Call
To paraphrase Mark Twain “the reports of the death of the cold call have been greatly exaggerated.” I know that every salesperson in the country wishes that the cold call was in fact truly dead. But sorry guys, it’s not. To be a salesperson you have to call people and talk to them about buying […]
Ready, Set, Go!
Well maybe not today or tomorrow but we are all going to be out there again, hopefully sooner than later. So, let’s talk about what we need to do to prepare ourselves for our long overdue re-entry into the world of face to face sales. I know that it will not be business as usual, […]
Opportunities – Particularly NPI – Are Exploding!
As the world opens up, so are many opportunities. Word I am hearing from the salespeople I have been meeting with the past few weeks, is that customers are on the prowl! That’s right, customers are on the lookout for new sourcing opportunities. Companies are looking for alternative sources for their products, especially PCB and […]