Blog

Why your prospective customer won’t return your call or email

Here is one of the most common sales issues thwarting sales teams across all business sectors: “I know we can help them, but they won’t return my calls or email.” It’s frustrating — if you can’t get in, you can’t...

MISSED OPPORTUNITY: Example of a poor email campaign

I don’t talk about it much at all: I have a second career as a soccer coach and president of a local competitive club. Routinely, I receive solicitations from various vendors wanting our business in everything from photographer to uniform...

Example of a worthless cold calling effort and the message that should have been conveyed

Over the past three weeks, I’ve received four phone calls and one email from a marketing automation company wanting to get me on the phone to discus their services. It wouldn’t be fair to mention their name, I don’t want...

The correct answer to how many pages you should have in a sales letter or white paper

From time to time I read or overhear a discussion on the topic of copy length. The basic discussion revolves around the question of how long copy should be – how many words and pages is the right number. The...

9 reasons a prospective customer can believe in you and your company

When you make an offer to a prospect, you have to give them something to believe in. This something is evidence in support of them realizing the benefit(s) of your offer. In other words, you have to convince your prospect...

New and improved marketing and sales tactics are rarely new

There are few new tricks to marketing. I’m too lazy to link to an independent reference, but you don’t need one. Everyone in the business knows it’s true. There are no new tricks. There are old tactics wrapped in new...

Businesses fail when the alternative to success becomes acceptable

Earlier today I was thinking about business, life, and both professional and personal achievement. Why do some people continually succeed and others seem to continually fail? Is it their background, upbringing, socio-economic status, quality of friends and personal relationships, ability...

Leverage your greatest weaknesses to sell more — faster

No one knows your product or service like you do. No one knows more about how great it is. And no one knows more about its flaws. So, why not use all this insider information to your benefit? Especially information...

And some still wonder why most marketing sucks

In 1972 Irving Janis, a psychologist, coined the term groupthink to describe how groups of people can make bad or irrational decisions. In a groupthink situation, each member of the group attempts to conform his or her opinions to what...

Billing for your time is like clubbing your next meal

What if business consultants were paid more to solve problems in less time? In other words, what if business consultants were paid less each day that passed without a solution being implemented? I bet there would be less studies and...