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Join us at LinkedIn

Join us at LinkedIn

| November 13, 2014 | 0 Comments

We have two good discussions underway on LinkedIn: here and here. Join in and let us know what you think. Do you agree or disagree? Why? And feel free to follow me.

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Is your company the logical choice in your market?

Is your company the logical choice in your market?

| July 15, 2014 | 0 Comments

I come into contact with a number of companies who are great at the things they do, but aren’t the logical choice in their market. They want to be, but aren’t. And they’re frustrated with the thoughts of why they don’t have more sales opportunities, why sales opportunities take so long to mature, why there’s so much […]

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Cost reduction has nothing to do with revenue growth, except maybe killing it

| May 13, 2014 | 0 Comments

If you’ve been following my writing, you’ve probably read more than once there are only three way to grow revenue – get more new customers, increase the value of your average sale, and increase the frequency and volume of repeat business. I wish I would have thought of that first, but it’s been known for […]

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Example of a huge and unnecessary sales risk

| May 12, 2014 | 0 Comments

Late last week I unwittingly experienced what has to be top on the list of sales mistakes. As it happened, I couldn’t believe it: Salesperson: Here are our benefits…blah, blah, blah. Me: What does it take open an account? Salesperson: Just a second and we’ll get there. Feature, feature, feature. Me: How do I start a business […]

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Stuff your way to greater profits

Stuff your way to greater profits

| May 9, 2014 | 0 Comments

It somewhat amazes me I don’t receive more coupons or gift certificates when receiving goods and services I’ve purchased. It’s the perfect time to offer an add-on, upgrade, or cross-sell to a new product. Stuffing a few offers in the envelope alongside your invoice can result in considerable money to your business. And your cost […]

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I’d like your thoughts on whether or not this type of copy strikes you as legitimate or a gimmick

I’d like your thoughts on whether or not this type of copy strikes you as legitimate or a gimmick

| May 8, 2014 | 6 Comments

This post is a quick follow-on to my earlier post on special, time-limited discounts. I looked over several of the emails I cited and a cursory Internet search — here is a collection of the reasons given for creating or extending time-limited, special offers: My warehouse guy just found another box… My accountant says I’m nuts […]

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Special, time-limited discounts

| May 7, 2014 | 2 Comments

I just counted. I’ve received four emails already this week touting special, time limited discounts. I’m not sure how many similar emails I’ve received the past month, but I’m sure it’s a lot. They arrive almost daily — or so it seems. Many of the products  and services look good. A few offers are from companies I’ve bought […]

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Why should your prospect buy from you instead of buying from your competitor?

| May 2, 2014 | 1 Comment

I recently wrote a couple blog posts about solicitations I received seeking donations and a sales meeting. In both posts, I highlighted things I find lacking in their approach. The common thread is the reader isn’t enticed with a benefit — there’s little given to them as a compelling reason to act. Here’s the other […]

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Another poor sales letter: How not to make the sale (Part II)

Another poor sales letter: How not to make the sale (Part II)

| April 30, 2014 | 7 Comments

Click on the image to the right to reference my comments below. The image will open in another tab or window. ======= I recently received another unsolicited email from a company hoping to engage with me and my company regarding B2B services they provide. Looking at their message, I doubt it’s very effective. Here are four thoughts on […]

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Change of Payment Information

Change of Payment Information

| April 29, 2014 | 1 Comment

That’s all it said on the outside of a very professional looking envelop I received in the mail yesterday — Change of Payment Information. I held it in my hand for a few seconds, turned it over a couple of times, and prepared to tear it in half and throw it away…then I paused. Who was […]

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