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The Competitive Advantage

September 2, 2019

3 Easy, No-Cost Ways to Upgrade Your Website

When was the last time you made some major enhancements to your website? Or even just a few simple edits? Did you create your website and then just let it sit there like a print ad in a magazine… or do you treat like it what it really is – the most important element in your entire marketing & sales effort?

If it’s been a while since you’ve spruced up your website, now’s the time… as you start thinking ahead to the new year (and the new decade). To help you get started, here are 3 easy ways to upgrade your website… and it won’t take very long or cost much (if any) money.

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August 27, 2019

Former Clients: A New Path to Growth?

In a meeting, recently, with a couple of leaders from our industry, we fell into a discussion about the state of “sales” in our industry. During our chat, one of them mentioned that a new sales rep at his firm – someone from outside of the industry, interestingly – managed to put several hundred thousand dollars of potential new business into her pipeline in just her first few months of employment!

I was blown away! That is absolutely unheard of. To reach level of success… that quickly… especially by an industry outsider. What was her secret?

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August 20, 2019

Want to host a GREAT sales meeting? Follow this blueprint.

Recently, I had the pleasure – and privilege – of being hired by Merrill Dubrow, President & CEO of M/A/R/C Research, to be a guest presenter at his national sales meeting in Dallas. The other guest presenter was Ryan Barry with Zappi, so I was in pretty good company.

It’s been a long time since I’ve been part of such a well-organized, educational and enjoyable sales meeting. And while I wasn’t there for the entire event, what I did see provides a solid model for how to structure and host an effective sales meeting.

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August 6, 2019

Do you speak the “language of sales?”

We’re two weeks into the inaugural 3-week Seller-Doer Workshop… and with 30+ participants, I couldn’t be more pleased (or grateful).

In these first two weeks, we’ve covered a number of topics related to general selling philosophies, acquiring new clients and maintaining & growing existing clients. But the one topic that seems to have generated the most group discussion is the “language of sales.”

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July 25, 2019

Help! I’ve got a horrible case of writer’s block!

A few weeks ago, I published a post proudly proclaiming my 400th blog post at Harpeth Marketing… not bad, huh? But now, just a few days later… nuthin’! I’ve had writer’s block before, and it usually lasts a day or two… then I get inspired by something I see or read, and I’m back on track.

But I am in a serious funk right now.

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July 16, 2019

How to Maximize Your Time as a Seller-Doer

Does your firm subscribe to the seller-doer model for business development? That is, are there leaders and managers in your firm who, in addition to their primary roles, are also tasked with responsibility for revenue growth? If you answered ‘yes,’ then your firm is like the vast majority of others… the seller-doer model is, by far, the most popular sales structure in the MR industry among small and mid-sized firms.

Popular, yes. But also, incredibly challenging because…

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July 5, 2019

I just published my 400th blog post!

Yeah… it’s a little hard to believe, but this is the 400th blog post I’ve published since Harpeth Marketing opened its doors a little over 7 years ago. And it’s not just the blog posts… we’ve also published a dozen eBooks, numerous Tip Sheets, as well as delivered several conference presentations and a bunch of webinars.

There’s a ton of time and [some] money rolled up in all that content. Has it been worth it?

The answer is a big, unequivocal “YES!” And here’s why…

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June 25, 2019

Don’t sell to companies that can’t buy from you. Qualify your sales leads first.

Have you ever gotten deep into a sales conversation with a potential buyer – maybe even over the course of weeks or months – only to find out that they will never become a buyer? That your firm is just not the right fit with what they really need… or that they can’t afford your services?

Scenarios like that – which happen all too often – are incredibly frustrating. And a colossal waste of time!

So, what can you do? You need to qualify your sales prospects before moving forward. Here’s how…

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