The Competitive Advantage

posts from September, 2018

September 18, 2018

5 Follow-up Strategies for New Sales Leads


Suppose you decide to create and make a White Paper available for download from your website.

And suppose that 50 people – some clients and some ‘potential’ clients – download it in the first three days.

That’s great! Now what?

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September 11, 2018

Does Your Logo Really Make a Difference?

logoI was on an elevator this morning when the stranger who got on with me looked over and said, “Nice shirt!” I was wearing one of my polo shirts from The Masters Golf Tournament in Augusta, GA. This happens to me all the time when I’m wearing one of these shirts. The logo is such a recognizable image – even without the word ‘Masters’ written across it (see image) – that people seem compelled to comment on it.

What is it that makes this logo so well-known? While we can’t replicate the world-wide TV audience and golf superstars associated with the event, there still are several lessons – as business owners and marketers – that we can take from this:

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September 4, 2018

7 Sales Management Lessons for Leading Your Small Sales Team

I just got back from a 3-day visit with a client in the northeast, conducting an audit and assessment of their sales operation – staffing, structure, processes, etc. It was a terrific start to the engagement… and reinforced a number of sales management lessons we all should keep top-of-mind as we go to market with a business development initiative.

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