Sales and Marketing

A good friend gave me a book about building your business through referrals. The author believes, “The best marketing strategy is to be referable.”  He is correct. He writes, “Referability means that your very best …

We seem to be in a marketing era that rewards straightforward, cut-to-the-chase marketing and sales tactics. The recession taught us that consumers were leery of any hyperbole or inflated promises, so marketers let the pendulum …

Want the sales “master’s touch”? Study them, and do what they did.

The 1953 book, “America’s Twelve Master Salesmen” featured a dozen stories of a principle or philosophy that led to success.

 I have written …

As people spend more and more time on their mobile devices (phones, tablets and phablets), it makes sense that budgets are being shifted in that direction. But there are several challenges with this relatively new …

Wanna be a sales master? Read about more sales masters! 

The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953. Yes, there were women in the book, …

I admit it – I hate re-inventing the wheel.  There’s nothing more debilitating to a to-do list than the belief that everything you do needs to be custom created. In this era of content creation, …

I began this year in retrospect by reading a 60-year-old book on the masters of selling. The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953.

The …

I’m spending some time in Europe with my daughter celebrating her college graduation and even though I’m on vacation, I can’t help but see things through a marketing lens.

Right now, we’re in Madrid, Spain …

The prospect tells you, “I only need one more approval and the order is yours.”

For joy, for joy – the order is mine! Uh, uh, uh – don’t celebrate too soon. The one last …

I can’t guess how many times the word trust has appeared in this column over the past ten years. We’ve talked about the importance of know • like • trust model, we’ve discussed the connection …