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The ginsu knife of sales letters

A friend recently asked me to review a letter – a three page sales letter a partner of their company wants to send to my friend’s customers. It’s a letter offering a service of the partner – part of a...

Your price may be too low, increasing it may spur sales

Believe it or not, sometimes a dead product or service can come to life by raising its price. Let me say it again. If you have a product or service that isn’t selling, it may be priced too low. Price...

4 tips to write better email and newsletter subject-lines

MarketingSherpa analyzed over a years worth of their own newsletters and drew four conclusions on what performed best at attracting clicks. Not limited to email and newsletter subject-lines, these tips apply to all content and customer communications requiring a title....

A salesperson’s job is to sell

As a salesperson, I always appreciated and benefited from great marketing: engaging white papers, compelling case studies, professional presentations, well-thought product marketing, competitive positioning, etc. Without doubt, great marketing makes a salesperson’s job a lot easier. That said, poor marketing...

Before you spend your next dollar creating marketing materials, ask yourself two questions

Before you embark on your next marketing communication or content marketing initiative, you need to answer two questions: What are you trying to accomplish? Here is a list of things to consider: Are you trying to attract a target audience?...

Sales opportunity: Defining vague references

Forest and trees. As salespeople, there are times we overlook vague references to our offer as assumed benefits: faster, less expensive, more responsive, less downtime, greater availability, etc. These things sound good, but only take on real meaning when we...

Something every sales manager should be aware of: Forecast Creep

There are a lot of things a CRM solution can do to help a company stay organized, share information, and track performance. None of which this post is about. This post is about the thing I can’t find a CRM...

Five truths to getting in every salesperson needs to accept

There are five truths to getting in every quota carrier should acknowledge and embrace: Truth #1 — If you can’t get in you can’t sell It’s obvious. If you cant’ get in front of a decision maker, there’s little chance...

Sales success starts with your worldview

What is a worldview? A worldview is the way you or someone else views the world. It’s the environment we work in, the things we care about, the rules and regulations that form parameters around our work-life, our influences and...

Don’t forget to ask this qualifying question

There’s a point in every sales meeting when the wrap-up hits on the issue of whether or not there’s anythign more to talk about. When that moment arrives, I like to ask the prospect this question: To help me best...