6 Marketing & Sales Lessons I Learned from our Workshop Participants

December 23rd, 2013

2009ConferenceSaveTheDateWe just wrapped up our second M|R Marketing Workshop™.  For the past 6 weeks, I have worked with several firms from around the world (gotta love technology!) helping them to learn the process of creating a marketing & sales plan for their firms.

While I’d like to think they learned from me, I also learned some things from them… or at least made some interesting observations:

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Are your PMs up-selling and cross-selling? They should be!

December 18th, 2013

chocbiscottiEvery time I go to my local coffeeshop – which is several times each week – I get the same thing… a medium coffee.  In fact, when they see me walk in, a cup is waiting for me at the counter.  (I don’t know if I love the customer service or hate that I’m so predictable!)

But what’s really interesting – even though I am a very good customer – is that the person behind the counter never says… “Would you like a scone with that?” or “We just took some muffins out of the oven – would you like one today?”

And my question is… why not?  Why not take 5 seconds to try to up-sell me?  To add to my order?  To incrementally increase sales?

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Didn’t achieve your revenue goals this year? Do something about it!

December 11th, 2013

Time-for-ChangeAs you’ve probably heard before… the definition of ‘insanity’ is to keep doing the same thing over and over and expecting the results to change.

With that in mind, answer these questions…  How was business this year?  Did you exceed your revenue goals?  How many new clients did you pick up?  How many did you lose?  How about leads generated or conversion rates?

Here’s my point… if you’re not happy with your business development results – then do something about it!  More importantly – do something different!

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“Should we send holiday gifts to clients?”

December 4th, 2013

OLYMPUS DIGITAL CAMERAThis is one of those questions that always stirs up a lot of additional questions within businesses.

What do we send?”  “How much to spend?”  “Who do we send them to – all clients or just our largest ones?”  “Do we send them to individual contacts or just one per client?”  “What about past clients or sales prospects?”

“Can we afford to send them this year?”  “Are there any religious or cultural implications?”  “Who do they come from – the executive team, sales, marketing or the project managers?”  “Do we also send holiday cards?”

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