6 Sales Questions Every Business Must Know
I’ll be the first to admit that conversations about CRM, lead times, funnels, and sales systems make my eyes glaze over. Maybe it’s because I’m a small business. Or that I’m a fan of paper, pen,...
View ArticleWhy Every Deal Is Not a Bargain
What’s up with the “2 for 1″ sales trend these days? My thinking on pricing, rates, and value is pretty clear. And I don’t understand why some people think every deal is a bargain: “Buy 1, get 1 free”...
View ArticleYour Customers Are Not Morons
This should be obvious, right? [Insert BIG SIGH here.] There’s a lot of talk these days about “empowered consumers” and what this means for companies. It’s an issue for pricing and sales, and for...
View ArticleWould Your Business Survive the Shark Tank Intact?
I was watching Shark Tank the other night when entrepreneur and inventor Eric Corti walked in pitching a balloon pump designed to take the air out of an open bottle of wine. He was looking for cash in...
View ArticleThe Truth About Being a Selling Success
My father makes his students write one-page briefing memos for the Secretary of State. He also dings them for typos. Being concise (and accurate) is a business asset. And it can be the difference...
View ArticleWe Are All in Sales
Did you know that the average person spends 40 percent of his or her job on sales? That works out to 24 minutes per hour. In a fascinating conversation with Jonathan Fields, Daniel Pink said that “the...
View ArticleWhy Digital Strategy is the New Sales Pitch
Chances are you wouldn’t walk into a showroom and buy a car without doing some research first. Or pick out a TV, order a kitchen appliance, or purchase a shiny new laptop without reading reviews,...
View ArticleThe Secret to Being a Smart Marketer
I love it when people understand that marketing is a core business function. I love it when they realize that before you can create a marketing plan you have to have a business plan. You have to know...
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