Bad Salesperson… or Bad Sales Manager?

September 26th, 2017

bad sellingTrue story… earlier this week, I was the recipient of bad selling – a “cold call” email from a sales rep in our industry pitching his services.

It started with “We’ve never met, but…” Immediately, my defenses went up! I knew what was about to come – a sales pitch of some kind.

Then, at the end of the pitch, the email went on to say, “I have no idea if this is relevant to you.” Which, of course… it wasn’t.

This kind of amateurish sales effort – very common in the Market Research industry – drives me up the wall! AAARGH!!!

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What Makes a Specialist Special?

September 19th, 2017

specialistMost research firms are ‘generalists’… offering a variety of research methodologies to all kinds of firms in all kinds of industries. If it’s a profitable opportunity and if it fits their team’s skill set – they’ll take it.

And that’s fine. But with that broad approach to business comes a muddled and murky approach to marketing… decisions are difficult to make. Trying to serve so many kinds of companies in so many industries means far too many marketing options. So, how do you choose?

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How Sharp are Your Marketing and Sales Skills?

September 12th, 2017

study1Over the next couple of months, I have the privilege of speaking about marketing and sales at several Market Research industry events:

These events got me to thinking… every year, most MR professionals and principals attend a few conferences, workshops or webinars as a means of improving their research skills and staying on top of new trends in our industry.

But what about staying on top of business development for your firm? What can you do – in addition to attending the events above – to improve your marketing and sales skills? To help, here are few other resources to investigate if your marketing and sales skills need brushing up…

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