The Competitive Advantage
February 9, 2022
‘Great experience’ and ‘used car salesman’ are generally not two phrases you see together, but in this case, it’s true… and the story provides some valuable lessons for all salespeople and seller-doers.Continue Reading
January 25, 2022
To be fair, that statement is not 100% accurate. Of course, commission plans are a reward for your salespeople/seller-doers. But that is not WHY you should build them into compensation packages.
Spoiler alert: You implement commission plans to drive the desired behavior you want your seller-doers to exhibit. So yes, it’s a reward for them, but more importantly, it’s a strategic tool for management.Continue Reading
January 11, 2022
Is your 2022 sales & marketing plan done? If your firm is like a lot of others, you might still be wrapping it up. And even if it is done, it’s supposed to be a living document… to be updated/changed as the year progresses. In either case, I wanted to share a few last-minute tactical ideas for you to consider adding to your plan.
January 4, 2022
Since founding Harpeth Marketing in 2012, we’ve published over 450 blog posts on all kinds of sales & marketing topics in our blog, The Competitive Advantage. In fact, this is officially post #491!
And at this time every year, we look at back at the most-read posts from the previous year. But we’re doing it with a little ‘twist’ this year. Instead of the usual ‘top 10’ list… we’ve got two ‘top 5’ lists:
- The first list contains the most-read articles that were published in 2021.
- The second list contains the most-read articles in 2021, regardless of when we first published them (the year they were published is shown).
December 22, 2021
I guess I’m just a magnet for lousy salespeople… I get exposed to horrible selling almost every day. So, I started keeping a file of examples of this behavior and here are three real instances that happened to me just this month.Continue Reading
December 14, 2021
At our firm, we are all big believers in content marketing – for our clients and for ourselves – because of all the great things it can do for a business:Continue Reading
November 9, 2021
Why do the big advertisers run their ads on TV over and over? And over? Simple… repetition works. Sharing your marketing message frequently – over a period of time – builds top-of-mind awareness.
Further, building awareness is an ‘additive’ process… each exposure of your message building on the one before as you slowly climb to that top-of-mind position.Continue Reading
November 2, 2021
I have been saying for years that, “All clients matter… but big clients matter more.” And I still believe that. Strongly, in fact. But that doesn’t mean you should ignore your small clients or small sales prospects.
For one thing, small clients can grow into big ones. And if you take good care of them when they’re small… they’ll remember you when they’re big.Continue Reading