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"The time has come for one of us to buy and you’re the only one at the table that can do that." It’s not the most polished closing statement ever made, but it won a $3.5M deal when I gave it. I smiled...
Compared to a lot of companies in our field we do a lot of direct mail – postcards, sales letters, promotions, announcements, lead generation. Between client business and ours, we’re averaging one cam...
I love spring! The warm days, sunshine, fresh flowers…it’s a welcome relief from colder, shorter, wetter winter months. Plus, it’s a built-in great opportunity for a sales promotion! From March 21 – J...
I recently witnessed a conversation about the “death” of paper direct mail due to the “life” of web presence and blogs. I’m not exactly sure why, but someone seems to declare the “death” of a marketin...
I'm not sure if I like voicemail or not. I like getting messages when I'm either away from the office or on another call, the security of knowing I don't miss a call is nice. I hate voicemail when I k...
Sales and executive management love to focus on closing sales - and rightfully so; if deals don't close, revenue has no chance of being recognized. But while all of the focus and attention is on closi...
"It's a complicated offering and we really can't get through it (sales presentation) in less than an hour."
I see a fair amount of business plans - it's an occupational hazard.
Assuming you’re not the only company on the planet that provides products and services similar to yours, what is it about your offering that’s unique? As with benefits you offer your ... your u
The essence of being overt is to be clear and assure your ... customer ... exactly what you want them to ... about the ... ... and reasons to believe in the outsta
If you want to grow your ... revenue, the most critical thing to get straight in your mind is that there are in fact only three ways to grow revenue - you can get more new ... you can inc
There is ... nothing wrong or immoral about being a ... That being said, we have too many ... in sales ... and not enough ... tend to focus on
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