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The Competitive Advantage

March 16, 2021

Your Clients Don’t Know What They Need!

Alternate title: ‘Don’t Be an Order-Taker’

I received a call from a client last week. He said he wanted to talk with me about our sales training workshops. Great! Love to do those!

In my younger days… I would have hopped on the phone call and told him everything about our workshops, all the topics we covered, key takeaways for his employees and what makes it different than any other sales training workshop in our industry. It would have been awesome… at least that’s what I would have thought back then!

But I’m not that guy anymore… I’ve learned a few things.

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March 9, 2021

The 3 Keys to Your Personal Brand

Last week, I wrote a blog post about how your company’s brand is impacted by nearly everything it does. Well guess what? The same thing applies to your personal brand, as well! And yes, just like a company, whether you want to or not, you do have a brand out in the markets you serve. And just like a company’s brand, the market will determine what yours is… that is, what they think of you when they see you or hear your name.

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March 2, 2021

What can impact your brand? Absolutely everything!

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.

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February 16, 2021

The #1 Reason Why You Lose Clients? Arrogance!

why you lose clientsSure, 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.

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February 9, 2021

Why are there so many lousy websites?

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.

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January 19, 2021

It’s a New Year… What Are You Going to Blog About?

blogHere 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!

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December 29, 2020

The Top 10 Most-Read Blog Posts of 2020

blogAccording 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…

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December 15, 2020

Selling is a Solo Act… But It’s Also a Team Sport

sales repIn 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.

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