Recent Updates

Application notes are great sales tools, but they aren’t customer success stories

Application notes are great sales tools, but they aren’t customer success stories

| November 30, 2014 | 0 Comments

Customer success stories are great lead generation and sales tools, but they shouldn’t be confused with application notes. Application notes aren’t success stories. For sake of argument with some, I’ll yield to them being a cousin :) Technology companies in particular are fond of application notes — and for good reason. A typical application note […]

Continue Reading

Why success stories are the best lead generation and sales tool of them all

Why success stories are the best lead generation and sales tool of them all

| November 29, 2014 | 1 Comment

Let me jump to the point of this post: customer success stories are the most powerful lead generation and sales tool you can own. I understand there are some who will read that and sincerely disagree, but I stand by that belief. Here’s why People don’t buy things, they buy the expected results of the things […]

Continue Reading

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.

Continue Reading

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 […]

Continue Reading

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 […]

Continue Reading

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 […]

Continue Reading

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 […]

Continue Reading

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 […]

Continue Reading

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 […]

Continue Reading

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 […]

Continue Reading