3 ingredients in the sales recipe
Everyone is in sales. Your title doesn’t have to be Account Rep, VP of Sales, Business Development Associate or some variation thereof to be considered a salesman. Some of us…
Heart surgery is much like…
Businesses aren’t like Kevin Costner’s baseball field. You can’t just build it and wait for customers to come. You can have a nice building, a flashy website, a solid sales…
In the Shark Tank
We’ve been watching Shark Tank, the “reality” show that provides entrepreneurs an opportunity to pitch investing in their business to some the country’s most well known investors. While the show…
What NOT to put in an email
I listened to a webinar from our friends at Vertical Response, and these are their email no-nos. Not that you would ever, but don’t put: Apply now As seen on…
Passive or Aggressive?
A recent article by Marketing Profs pointed out why social media isn’t working as well as we thought it would. A free Facebook page? It sounded like the answer to every…
Is the right person asking?
As a kid, you knew which parent would answer to your liking, depending on the question. For more ice cream, you asked your mom. For an ATV, you asked your…
Speed vs. Endurance
As we ran across the Cooper River Bridge with 43,998 other people recently, I thought about the run in terms of prospecting. Really, what else is there to think about…
Have you showered today?
Prospecting is like taking a shower; you have to do it everyday in order to prevent spoilage, if you know what I mean. Many sales teams forget about prospecting during…
A Perfect Database
Is there such a thing? The top fear in database sales is overcoming our prospect’s last bad experience with a database that had out of date information, wrong information, wrong…
Your brand, three ways
In the development of your business, your task comes first – the widget you make, the expertise with which you consult, the process you provide. Second, you had to call…