Blog

The marketing and sales fundamentals you need to master

Once you understand fundamentals and the theory and principles that drive them, you can accomplish most anything. The fundamentals are what you fall back on to reason through a situation, position a response or ask a question. All are critical...

Fear is no excuse for not asking for the order

“The time has come for one of us to buy and you’re the only one at the table that can do that.” It’s not the most polished closing statement ever made, but it won a $3.5M deal when I gave...

Jack of All Trades — Maybe the worse business strategy of them all

There was a time when being a Jack of All Trades, Master of None seemed like a great idea.  The thought was to offer something to everyone.  Sure, you couldn’t really do it all yourself, but you could partner.  Companies...

Never simply give someone a quote

It’s tempting, but don’t do it.  Under no circumstance should you ever simply give someone a quote. I’m not saying you shouldn’t quote your product or service.  I’m saying you should never simply give a quote when asked for one....

The conversation before the proposal

For some companies and individuals, the negotiation before the close is long, gut wrenching, and sometime tense.  Lots of people play games at negotiation-time:  one-off requests, take-backs, hidden competition, unknown decision makers, etc. And then there’s the lawyers. If you’re...

How to define a lead generation campaign

When is a lead not a lead? There’s a number of different ways to answer that question. That’s the point. A lead isn’t a lead when the people consuming the lead (sales) don’t agree with the definition of the people...

The small business advantage

Here is a simple way small businesses can offer their customers an advantage in doing business with them as opposed to their larger competitors: make yourself available and respond faster. Many businesses place roadblocks and barriers to customer interaction –...

Why your prospect’s view of the world is more important than yours

There’s a lot of marketing effort and  out there focused solely on how the vendor thinks — the vendor’s view of the world, vision of the future, story, way of making the world better, etc. And for good reason: Who...