Stop making excuses about your [lack of] marketing & sales, Part 3

April 30th, 2014

Handcuffs 304Do you know the phrase, “Ignorance of the law is no excuse?” Of course, we all do.

Coincidentally, the same rule applies to your business… that is, just because you might not know how to do marketing & sales doesn’t mean you can just ignore them. And you know you can’t. But you’re smart… you run or manage a business… so you have to figure it out – and that’s what this post is about.

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Stop making excuses about your [lack of] marketing & sales, Part 2

April 24th, 2014

man-with-no-money-in-his-pockets-1Last week we started a 3-part series on the excuses business owners and managers use to “explain away” their lack of marketing & sales activity (and success). In it, we addressed the most common excuse for not embracing marketing & sales in an organization – “no time.”

Following closely on the heels of that is “no money!”


“I don’t have the money!” is really code for one of the real excuses:

  • “We’re too small to spend anything on marketing & sales.”
  • “Business is bad/declining and we really don’t have any money to spend on business development.”
  • “I might spend some money… but I don’t know what works and what doesn’t.”
  • “All marketing is expensive, isn’t it?”

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Stop making excuses about your [lack of] marketing & sales, Part 1

April 16th, 2014

working girlThere’s a line from one of my wife’s favorite old movies, Working Girl (Harrison Ford, Melanie Griffith) where Ford’s character says, “The players may have changed, but the game remains the same…”

I think of that every time I hear someone from our industry gripe about why they don’t embrace marketing & sales.  And it doesn’t matter who I’m talking with, they all complain about the same things… always boiling down to one of three issues:

  • “I’m just too busy to spend any time on it.”
  • “I don’t have any money to spend on it.”
  • “I don’t know what to do… or how to do it.”

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Is “giving away” work a good idea?

April 9th, 2014

freeI’ve been nurturing a relationship with a particular sales prospect for a little while now and he recently asked me to give him my comments on a press release he had written.  I reviewed it, rewrote some of it… and I did not charge him for my time.

There are many who say to NEVER give away any work – that doing so diminishes the value of what you do.

I’m in the other camp… I believe that there are times (not all the time, of course) when building some good will by giving away a small project might lead to bigger things down the road.  Here’s my rationale…

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Don’t hire a sales rep until you’re ready… and most firms in MR aren’t!

April 1st, 2014

Confident happy business woman with coworkers in the backgroundIn the discovery process with new clients, we talk about the kinds of things they’ve done in the past to help grow their businesses.  One of the statements that seems to be made by nearly every firm in the Market Research industry is, “We hired a sales rep back in [insert date years ago], but it didn’t work out… and haven’t had one since.”  Why is that?

While “below-goal sales” may have been the rationale for the sales reps’ dismissal, much of the lack of a sales rep’s success is often the fault of the MR firm itself.  And it generally boils down to one of four things…

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