Innovative Sales Strategies For Success

A Girl Scout wanted to sell a lot of cookies. In fact, she wanted to sell more than any other girl scout that year. She was smart enough to know that she could not do it by going door to door. She knew that a lot of the other Girl Scouts planted themselves in front […]

Thar She Blows! Going After That Elusive Whale Account

We’ve all been there. You are targeting a very large customer. A customer that could make your yearly forecast, in fact one that could blow it out of the water. You know that they would be a perfect customer for you. They need what you have, and you are just yearning to find a way […]

Saving A Great Customer When Things Go Wrong 

Handling a serious problem with a long-time customer, especially when both parties share some blame, requires a delicate balance of diplomacy, accountability, and strategic thinking. The goal is to resolve the disagreement without sacrificing the valuable relationship. The last thing you want to do is win the battle and lose the war. You have to […]

Loving Your Customers

Great customer care goes far beyond great service. It means truly caring for your customers to the point of loving them like your own family and friends. Consider what that means. Loving your customers is not just a lofty ideal but a fundamental principle for achieving sustained business success. When companies genuinely care for their […]

Don Draper On Business And Marketing

I have always said that I am weary of people who don’t eat meat and claim they don’t watch TV. As readers of this column know, I am always amazed by what we can learn from television, especially good television like the AMC Original Program “Madmen.” This series presented a virtual treasure trove of sayings, […]

The Times They Are A Changing

The line it is drawn The curse it is cast The slow one now Will later be fast As the present now Will later be past The order is rapidly fadin’ And the first one now Will later be last For the times they are a-changin’ – Robert Zimmerman And how they are! I have […]

Who The Heck Is Seth Godin?

And why you need to get to know him if you are serious about modern marketing techniques. When I was in the Iconnect booth at IPC APEX EXPO 24 a few weeks back I was tremendously pleased to see a photo of my marketing hero Seth Godin flashing on their large screens. To me that […]

The Best Cold Calling Ideas Of All Time

How many times have you heard that cold calling is dead? How many salespeople have given up trying to reach people they do not know and sell them something they think they do not want? Well that is the biggest bunch of malarkey out there, more like wishful thinking by salespeople who hope to be […]