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, […]

Playing sales games

I’ve in the market for a new-to-me rig. I don’t switch rigs very often, so it’s a slow process to make sure I buy it right. I haven’t done this the normal way in over 20 years. Two of the last three were cars for new drivers, so they were cheap, cash purchases with no […]

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 […]

The care and feeding of leads

Last weekend, we did a little shopping for a “large recreational purchase”. We hadn’t shopped in this market before, so you wouldn’t have been surprised that I would have my radar fully unfurled to analyze all pieces of the process. While I can’t say that I was blown away, I also wasn’t substantially disappointed. Let’s talk […]

The sales that hide from you

How do you know when a lead is no longer interested in buying? How do you know when they are ready to buy? What signals do you detect that signal a buy is imminent or that the prospect has at least decided but isn’t ready to order? Certainly we know when they’re ready if they […]

Everyone can sell – and they should

This past weekend, the Mrs and I went out looking for a gym. It turned into a lesson in sales and sales prevention. We had three options: A family-oriented place near our grandkids’ house, a place within walking distance and a place within a few minutes drive, even during our very brief rush hour (which […]

Selling to everyone

Selling isn’t about the shine; it’s about what happens when the shine has worn off. Will your (or your clients’) management will think positively of you a year from now because of an investment you championed? They’d better. Sales calls: How they react What’s your reaction when a salesperson calls? Are there any salespeople who stand […]

ROI: Why they don’t take your call

These days, it isn’t about the shine; it’s about what happens when the shine wears off. Will your business owner clients think positively of you a year from now because of an investment you championed? They’d better. Without buy in from everyone involved, resistance is the best you can expect the next time you visit. As for […]

Where does new business hide?

In every town, there’s a place where new business hides. If you can’t find its hiding place, your business is likely to struggle. Most of the time, that struggle is rooted in the inability to dependably produce predictable, month to month revenue. Without predictable month to month revenue, businesses close, scale down or at the […]