Do you celebrate your successes?

February 14th, 2018

I went to a party last night. It was the one-year anniversary of the opening of a small business – the place where I get my hair cut. Lots of food & beverages, nice decorations, live music (it is Nashville, after all). It was great!

And it got me to thinking… do we (as businesses and business owners) do enough celebrating of our important moments? Do we recognize our employees and their achievements? Do we boast (a little) about our successes?

Think about all the things we have to celebrate as businesses…

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3 Simple Sales Tests to Use When Hiring a New Rep

January 16th, 2018

sales testsWe’ve all seen that scene at the end of the movie, The Wolf of Wall Street, where Leonardo DiCaprio‘s character is presenting a sales training workshop and asks a few of the attendees to, “Sell me this pen.”

Are sales tests like that a good idea when recruiting and hiring a sales rep in the market research industry?

A test like that? Probably not. It’s a bit contrived, unrealistic and not in any way tied to your business. However, because so much of the future success of your firm will be tied to this new sales rep, some testing before you make them a job offer is entirely in order.

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Want Effective New Year’s Resolutions? Start by Fixing Your Problems.

January 9th, 2018

Well, here we are… at the start of another calendar year. [By the way, Happy New Year to you and yours!] And like most years, with our annual New Year’s Resolutions, we think about what we can do to improve our lives – both personally and professionally – in the coming months. I’ll leave the ‘lose weight’ and ‘quit smoking’ type of resolutions to you and focus this post on a few things related to your business.

Since 99.99% of us want to grow our business in 2018, I want to suggest a different way to go about creating your resolutions… one that can truly have an impact on the growth of your firm: start by fixing your problems!

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The Top 10 Marketing & Sales Posts of 2017

December 26th, 2017

One of the ways that we support our mission of helping the Market Research industry to more fully embrace marketing & sales is to provide educational and useful content to the marketplace… in the form of eBooks, in-person presentations, webinars, tip sheets and – in 2017 – more than 50 articles and blog posts. To the thousands of visitors who came to our website this year to read that content… “thank you!” And for those of you who are not regular or frequent visitors, here is a list of the Top 10 Posts of 2017…

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Corporate retreat coming up? Here are 3 key questions to answer there.

December 12th, 2017

It’s that time of year when a business will gather its management team together and head to a secluded location somewhere in the woods or at the beach for their annual corporate retreat – to talk about and make plans for the future of their firm.

I am a HUGE fan of the idea (even doing it when I was a solopreneur: http://www.harpethmarketing.com/competitive-advantage/corporate-retreat-part-1/). In fact, we had this year’s corporate retreat just last week… and I have the pages and pages of flip chart notes to prove it!

As you prepare for your retreat, I believe there are three key questions that must be asked, discussed and collectively answered by the group. They are:

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Looking for Growth? Do Just One Thing Differently in 2018.

November 28th, 2017

commit ‘Tis the season! No, not the holiday season. The season for planning for next year.

Have you started yet?  Have you even started thinking about 2018?

Planning is hard work. It requires time, critical thinking and attention to detail – all at a time of year when we are often very busy. And while I genuinely believe in the value of planning, there are a large percentage of my blog readers who won’t do it.

For those who fall into that category… I’ve got your back!

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Want to Be Successful at Sales? Then Change your Mindset.

November 21st, 2017

salesI hear these kinds of statements all the time in our industry:

  • “I don’t like selling.”
  • “I’m no good at sales.”
  • “I don’t want to sell.”

I think one of the reasons I hear those things is because of the perception of the profession of selling. Consider this… when I say the word, ‘salesman,’ what sorts of images comes to mind for you? The stereotypical used-car salesman? That guy near Disneyworld selling time shares? Or (for those of you in my generation) maybe Herb Tarlek, the radio ad salesman from the late 70’s sitcom, WKRP in Cincinnati?

I get it. No one really wants to associate with “salespeople” like that.

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The 4 Reasons You’re NOT Doing Marketing & Sales

November 7th, 2017

marketing & salesWe all want to do more business development – more marketing & sales – because we know it’s important for the health of our firms. And yet we don’t.

Why is that? Why are we rarely implementing marketing & sales at a level and frequency that we wished we were? What’s holding us back?

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