The Competitive Advantage
March 2, 2021
When you hear the word “brand,” what do you think of? Most people think of logos, colors, fonts… the graphical representation of a brand. But that’s not it at all.
Your brand is determined by your buyers and prospective buyers. Your brand if what they think of when they see or hear your company’s name. You don’t get to determine what your brand is. Your brand is what the marketplace says it is. Period.Continue Reading
February 16, 2021
Sure, there are a lot of reasons why you lose clients… you messed up a project or a competitor dramatically under cut your prices or your key contact left the company. But the #1 reason why you lose clients is ‘arrogance.’
You assume that your good work is enough to solidify your relationship with the buyer. It isn’t.
You assume that your good work will keep you top-of-mind with clients. It won’t.Continue Reading
February 9, 2021
It’s hard to believe that in 2021, I still have to write a blog post like this.
The very first website was published in 1990 – and a lot of changes have happened since then with the technology. Like most tech, it’s now a lot easier and less expensive to put up and maintain a sharp, professional website then it was just a few years ago. And yet, I come across websites every day that are just plain lousy! There are no two ways about it. So, for those of you whose website needs some help – and you know who you are – here are 6 guidelines to help get your website back to being an asset instead of a liability.Continue Reading
January 19, 2021
Here are two methods to make sure your blog posts hit the mark!
About this time each year, many firms are looking at their newly minted marketing plan and getting excited about the upcoming possibilities. Then, they look at the plan’s timeline and it reads, “Write the January blog post.” Instantly, that excitement turns to fear.
“Oh crap… what do I write about?” Don’t laugh, we’ve all been there!Continue Reading
December 29, 2020
According to Google Analytics, there were more than 10,000 Page Views of our blog this past year. And as I do every year at this time… I wanted to do a count-down of the most-reads topics. But I did the measurement a little differently this year.
Instead of looking at the most popular posts that were written in 2020, I looked at which posts were the most viewed in 2020, regardless of when they were written. Interestingly, these “hot topics” spanned the entire life of our company… from as early as 2012 (the year we were founded) up to several from this year.
We hope you enjoy them…Continue Reading
December 15, 2020
In the world of sales, connecting with a prospective buyer, establishing a relationship, building trust and then finally asking for the business is very much a 1-to-1 endeavor. It’s just the sales rep and the sales prospect.
But that doesn’t mean you can just send your reps out into the market and expect them to fend for themselves. Sadly, that’s the strategy used by far too many firms in our industry.Continue Reading
December 8, 2020
I first met with the founder of this particular MR services firm in early 2013. After his initial interest and a few phone calls, he said he was not ready to move forward.
A year later we reconnected… similar interest, a few more phone calls… same outcome.
And again, two years after that.
But now, it looks like it’s finally coming around and will actually happen. The interest, the need and the urgency are all higher than ever before. So, what happened? How did a sales prospect from 2013 finally come to pull the trigger (we think) more than seven years later?Continue Reading
November 24, 2020
Sales leads are the lifeblood of any growing business. In the good ‘ol days… they came from networking at a conference, meeting visitors at your trade show booth and cold calling. Today, they come from hosting webinars, leveraging LinkedIn connections and creating downloadable gated content.
But here’s the problem (today and back then)… the vast majority of those sales leads are never followed-up on. It doesn’t matter if the guilty party is a full-time sales rep or a part-time seller-doer… this is where the sales process breaks down. Happens all the time! I don’t know if it’s because the sale rep gets lazy, gets distracted or gets busy.Continue Reading