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Sales and Marketing
In Sales What’s Your Brand
Nike. Kleenex. QTips. While these are all household names, we first recognize the Brands because we know the quality behind them. When we shop for these products, we already know that by purchasing them, we will be getting a top quality product, that will last a long time. In most cases, these name brands... »
The best advice ever that I still use everyday
Never give up. Always leave a reason to call back. People need to hear something seven times to retain it. Be all you can be. The best is yet to come. Never give up. Always see the world through rose colored glasses. Always give the other person the benefit of the doubt. Take time... »
I Made a Sale Now What?
Now what?!?! The customer said yes and you’ve got a purchase order in your hand! Before you can get that product out the door, there should have been a number of things you did….If you didn’t do them, now you’re real sales skills will come into play. If you didn’t already arrange for a... »
Counting your Chickens or Sales Too soon
It is a classic sales mistake. Thinking you have a deal before the order is firmly in hand. Maybe it takes the pressure off but maybe it also causes you to take your eye off the ball. So this is a touchy subject but do you know how the buying decision... »
The Real Role of Product Knowledge
I thank Mrs. Menard. In Kindergarten, this sweet old lady taught me to read. In first grade, Mrs. Beach taught me to write (and let me use my left hand – quite a challenge in “those days”!). Thanks to the two of them, I got the basic foundation for my learning. When I first got... »
Sales Jobs vs. Sales Careers
It’s a Tuesday morning and I log in to email and there’s a note from one of the best Sales Managers I’ve ever known. So of course I open it immediately and not two minutes later I’m acting on his request to call him. Within a minute of the first hello... »
When it comes to the Customer Does the Shoe Fit?
It’s important to understand who you want your Customer to be. To truly understand who your customer should be, you’ll need to start with a profile of the Perfect Customer. Is it a one time sale you’re looking for, or someone with whom you can build a long time relationship? Is it a large... »
If they look at their shoes…I’ve got them
All too often we forget that it is really the little things that make the difference, perhaps even more so when it comes to making sales and caring for customers. All too often people are tempted to go off and tackle the big issues, to move mountains to prove their ability to... »
Why a Website isn’t Online Marketing
Let's start with some cold hard facts. Do you have a website? Chances are you do since these days even people's dogs have websites. Sadly a lot of those vanity sites for people's Pooches are getting more visits than your corporate site. There have been a few widely held beliefs... »
Marketing Organizations Are Part of the Sales Team
Now think about a typical brochure for a favorite program, product offer, or sales widget. You go to a trade show and 50 of them are in your bag from the other vendors who are there. Maybe you dump them out on the floor in your room and rifle through them, perhaps you read... »