There’s a certain comfort zone and preference most people have with the term “Marketing” versus “Selling”. Try telling someone “You’re going to start selling” and imagine what that reaction is versus telling a business owner or employee “You’re going to start marketing the business now.” Which one makes you a little sweaty or anxious? Selling...Read More

We’re pretty outspoken in The Selling Agency about how we feel when it comes to the big Capabilities and Features dance that most sales people and sales messages lead with when they get in front of prospects. Being a professional – Sales Person, or otherwise – demands that we be more effective and more relevant...Read More

A couple of years ago, I had a big meeting. A really great prospect for whom I had finally found the right opening accepted a request to meet to talk about his problems and my potential solution. Getting ready that morning, I put on my favorite suit. You know the one, THE suit, that makes ya feel good,...Read More