Free Newsletter
Does your sales process need a tune-up?
The economy and the customers have changed. The faster things are changing–competition, market conditions, the way customers buy, the products and solutions offered, the more you have to update your sales process. There is just no good excuse for not using a current sales process. A great sales p...
The 3 percent scam
We’re going to go to the barber shop. And the hardware store, and the dry cleaner, and the local pizza joint—and we’re going to swipe 3 percent of that guy’s sales. It may not sound like much, but consider how many stores are within 20 miles of you. Three percent of all those sales equals a pretty...
CEO as brand asset
Abraham Lincoln. Teddy Roosevelt. Richard Nixon. George W. Bush.
Four Republican, two-term, U.S. Presidents. Four very different brands.
Now ask yourself: What’s the first word that comes to mind for each of them?
More on how POE can supercharge your marketing
(Editor’s note: This is the second of two parts. Read Part One.) There’s an old adage in marketing: “When we say something about ourselves, people tend to disbelieve it but when others say something about us, people tend to believe it.” Positive earned media is a result of brand behavior. Many consumers don’t trust advertising, […]
Edgar Allan Poe can supercharge your marketing
Marketing is the lifeline of your business, and you need a dynamic marketing program for your business to grow. As a business advisor, the constant complaint I get from clients is that they just can’t afford the marketing they need. To help your marketing be more effective and get a higher return on investment, I’d […]
State of the state: Retail
Specialty retailers across the state are grappling with customers taking photos of their merchandise – including bar codes – then shopping the Web for a lower price. They say the practice, known as “showrooming,” results in decreased sales, and some fear it could mean the end of small retailers that have been in busines[...]
Celebrating the spirit of snow
Seasons come, and seasons go. But in Colorado, there’s a special enthusiasm reserved solely for winter, which is treated like an art form in and of itself. Hence, the Art of Winter — the urban festival of art and design intended to engage community members in a comparable fashion to Denver Startu...
Selling with the right brain
Most telemarketers, teleprospectors, new business development specialists and insides sales representatives do not understand that they struggle making business-to-business cold calls because they are working off of a rigid strategy designed to sell a product/ service. Generally, this is a grueling experience because they are not relaxed while working from a pre-determined script. Using the […][...]
How Edgar Allan Poe can supercharge your marketing
Edgar Allan Poe is one of my favorite authors, but POE is also an acronym for the three categories of media marketing. Though a common practice in large enterprises, POE is often overlooked by smaller businesses. The term media marketing is most often thought of in the context of mass media, but i...
The world’s smartest advertising
We got a mailer at our house a couple months ago from a stand-alone ER center in Arvada. If we came in to say hello, the ad said, they would give us a 72-piece first aid kit. It was on the way to my daughter’s school, so I stopped. I go through Band-Aids like a second-grader through scotch tape, s...
Buying with the heart, justifying with the mind
Buying decisions are always the result of a change in the customer’s emotional state. While information helps to change that emotional state, it’s the emotion that’s important, not the information. Never underestimate the importance and power of emotions in selling—feelings are the fuel that drive...
Is your company’s sales “Maserati” gathering dust?
Why is your Maserati parked in the garage? One would think that instead of parking a Maserati in the garage and letting it sit to collect dust, you would have it out on the highway maximizing your investment. This is similar to a company having a marketing database and not getting the most out of […]
