Do your sales efforts have a smell or an aroma?

Sales is tough work. One of the things that makes it challenging is starting a conversation with someone you don’t know. This can be particularly difficult when they know you are primarily interested in selling them something. As Gitomer says, “People don’t like to be sold, but they love to buy.” Nowhere is that more […]

Are you using your marketing data effectively?

Earlier this year, we discussed planning your marketing, advertising and the run up to promotions and events using a marketing calendar. Today, let’s dive in a little deeper by adding metrics to the equation, specifically – marketing data. Got income goals? Presumably you have a budget and as a part of it, income / revenue […]

Nothing happens till you sell something

For two weeks now, I’ve been encouraging about to become newly unemployed CFalls folks to rise up, figure out the value they can deliver and start their own business. Now it’s time to sell something. This might be the part you’ve been dreading. Sorry, but you need to get over it. Selling the right product […]

The sales prevention department

Have you ever encountered a “sales prevention department”? Let’s discuss how the sales prevention department’s role works and how you can look for ways to get rid of yours if you have one. The tale of the register tape Over the last couple of weeks, I’ve watched the adventures of a GoToMeeting administrator. In one […]

And after Small Business Saturday?

Besides being a particularly busy Christmas shopping day, this coming Saturday is “Small Business Saturday”. Once a year, American Express (organizer of Small Business Saturday) encourages shoppers to shop at a small local business and offers marketing materials to help small businesses take part in the event by encouraging locals to shop their store. While […]

Selling, marketing & Wyoming’s Cutt-Slam

Last week, I met a couple of old college buds in Southwest Wyoming’s Bridger-Teton range (near LaBarge) to take on Wyoming’s Cutt-Slam cutthroat fishing challenge. This would not be easy. Four cutty subspecies in four different drainages – some of them in the tiniest of water (water shoes rather than waders), with two guys who […]

Why do they want to disrupt your market?

The big word in the startup world is disruption, as in “We will disrupt the what-cha-ma-call-it market.” Thinking about last week’s discussion about buying a new vehicle, let’s talk about what disruption is and why “they” want to disrupt our market. Some examples of disruption Paypal disrupted the credit card merchant account market. Old news, […]

18 questions to increase sales

This week, I’ve been working on metrics because I can’t have my fingers in every pie at once – at least not once the number of pies grows beyond my ability to manage them all in my head at the same time. Even if you can do that, it’s very difficult to sense where changes […]