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Three ways to botch an email campaign

Email is almost 40 times better at acquiring new customers than Facebook and Twitter and 68 percent of companies rank it as the best channel for ROI, so it’s well worth your time and effort to slow down and do it right.

How to make your presentation sticky

Longer buying cycles and increasingly complex sales are making it rare that a sales presentation or demonstration ends in a signed contract.

It's all in a name (or not)

Where would Amazon be if it were called "An Online Bookstore"? Companies should pick names that are more fanciful or arbitrary instead of descriptive when compared with the services offered by the business.

Best of ColoradoBiz: See through your customer's eyes

As a business owner and entrepreneur, one of the most valuable lessons I’ve learned over time is the importance of having a marketing perspective in every decision I make for my business. A marketing perspective is not a “thing” but a mindset.

Best of ColoradoBiz: Expectations for sales success

We never know what is going to happen next in life, but we almost always have expectations about it. Everything we do and say is based on our expectations. But our expectations, right or wrong, almost always affect our actions.

Follow up -- or fail

Think about how much time, money and energy you've put into developing marketing materials, sales strategies and networking events. Dropping the ball at the follow-up stage sends a message to customers that they can’t count on you.

Anyone can give it away

When you have a quality product, selling is relatively easy. Selling at full price is, however, much more difficult.

The real meaning of no in sales

Every day in telephone prospecting, we hear our contacts use several forms of the word no.  But when do you take “no” for “no,” and when might it mean something else?

Best of ColoradoBiz: Got presence?

DeNiro's got it. So does Streep. Keanu Reeves? Never had it. What is "it?" Presence. If you're alive and taking up space, you have presence, too. It's simply a matter of degree.

Four numbers that equal success

In our business lives, the start of a new fiscal year causes us to look ahead to what we want to accomplish. But I don’t believe you have to wait until Jan. 1 to set resolutions that will change your personal or professional path.

The trust factor in sales

If you want your customer’s trust, you have it earn it. You have to build it. You have to work to consistently keep it. Trust is built over time. It can be lost in seconds. Trust is the single biggest motivator of buyer behavior.

Strength in sales

People do business, not social media pages. Don’t get me wrong: I sincerely believe that social media has a great place in any marketing campaign. But I work on sales. And even though I’m not pushing a sale each time I pick up the phone, I am hunting for the next great relationship.
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