Sales and Marketing

Let’s do lunch! 

Well, let’s do lunch the right way.

Too often salespeople think that getting a lunch appointment is the victory, and don’t concentrate on building rapport and the relationship to ultimately make the …

When I started in the agency business 25-plus years ago, there was this odd paranoia that ran through agencies big and small. There was a belief that agency personnel couldn’t be friends with people who …

Think about the last few things you purchased. They hold the secrets to increasing your sales.

If you list the last 10 things that you purchased you will discover the motives behind your own buying …

One of the biggest issues marketing and sales folks face is getting on their prospects’ radar. Even when you have something of incredible value and you know the prospect needs what you have to sell, …

Where is “value” in your sales equation?

Where is “value” in your sales presentation?

What role does “value” play in building customer loyalty?

How does “value” help build solid business relationships?

How does value convert …

Whether you’re successfully part of an internal marketing team, at an agency or even a business owner — you’ve got a skill that you probably take for granted.

You’re a master juggler. You can’t successfully …

How do you make a sales presentation?

No I don’t mean warm up, probe, present, overcome objections, close. I mean, what’s the big picture of your sales presentation? What’s the content of your sales presentation? …

One of the most famous quotes about advertising is from a merchant named John Wanamaker and he said, “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.”…

How do you picture yourself?

Pretty powerful question when you think about it. Some of you are thinking handsome or pretty, some overweight or average, some successful or struggling. Some pictures are happy, some are …