Sales and marketing

If you’ve spent any time at all on a golf course, you’re probably aware that as distance increases, accuracy tends to decrease. Sometimes dramatically. A shot that feels good coming off the tee can hook or slice as it moves farther away, leaving it way to the […]

Modern attention spans being as short as they are, the art of storytelling probably isn’t as quite as good as it once was. But that can actually work to your company’s advantage. With tons of mediocre descriptions out there, it might not take much to set your […]

So far, so good. You’ve been asked to submit a proposal to a potential client. Congratulations. Getting invited to the party is half the battle. If nothing else, at least you know your company and its products or services are good enough to warrant additional consideration. But, […]

Hello, My Name Is… If attaching a name tag to your lapel in preparation for your next networking function makes you uncomfortable, you’re not alone. Especially if you’re more introverted by nature, the thought of spending a couple hours around people you don’t know – but probably […]

Your company’s marketing efforts should determine what customers want, lead to the creation of services or products that meet their needs, and ultimately result in a rewarding relationship for both you and the client. That’s not as hard as it sounds. As is often the case, just […]

After the initial pains of a business start-up, sales growth, at least in percentage terms, can come fairly easily. That’s because the starting point is usually so low. Second year sales of $200,000, as just one example, would represent a 400% improvement over year-one sales of $50,000. […]

Your customers and prospects have limited attention spans, which means getting your message them is always a challenge. You might spend weeks or even months fine-tuning what you need to say, and that translates to time, energy and resources you don’t spend on other business matters. Bottom […]

“You’re the worst kind; you’re high maintenance but you think you’re low maintenance.” – Harry Burns (Billy Crystal), When Harry Met Sally Whether you call them high maintenance, overly-demanding, or just plain bad, certain customers have a way of forcing you to ask yourself if they’re worth […]

The old joke goes something like this: A shoe company sends its chief financial officer and its vice president of sales to a tropical island to gauge the market’s sales potential. They were barely off the plane, when the CFO wrote to the home office, “There’s absolutely […]

It is time to think about your strategic marketing plan for 2013.  No need to worry. You probably already have more than enough information to get started, and it does not need to take days or weeks. Follow this guide for pulling together a workable plan. Many […]