There is an old saying that goes, “people don’t fail, they just quit trying”. And I believe that this saying is especially appropriate in sales. There are so many times that salespeople will just stop trying rather than stick to it until they get the answer they want. Now I’m not talking about pestering or […]
Why Forecasting?
As a great advocate of forecasting and the importance that a good forecast is to a company’s planning, I honestly don’t understand how someone can run any business without a forecast consisting of their current customers and how much business they will bring to their company in the next month, quarter, and year. Then, and […]
Enough Already!
Okay, have you had enough yet? Do you feel like this is never going to end? Have you exhausted all of your resources, including your calmness, and patience, to the point where you are ready to scream? Are you at a point where you don’t really care anymore, you just want to escape to the […]
16 Tips For Holding More Effective Meetings
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 […]