I’ll admit, I’ve done it before. In my sales career, I’ve been frustrated and tried to get a buyer to respond with something compelling but in my haste, I’ve sent the – “Just Checking In” email. Have you received one of those? Or sent one? Hi Bill, How’s everything going? I’m just checking in to...Read More

Do you remember the old instructions on the back of a shampoo bottle? I think there are still a few around with those instructions. “For best results, Lather, Rinse, Repeat” This was actually one of my super successful sales mantras when I was a sales account executive in Television, Commercial Print, and Flexible Office Space....Read More

What is your conversion rate and why is this little number such an important indicator of your company’s performance and health? In the big picture, understanding your conversion rate helps you know exactly how much it costs you to gain a new customer. This can help you plan your budgets and determine your pricing and...Read More

When one of our clients asks us to work with their sales team on revenue growth, we first conduct some interviews of the sales people and ask, “What do you need to do your job better?” they usually answer with one of these two responses: “More aggressive pricing” and “More new leads” The first answer...Read More

“Opt In” or “Subscribe Here” . . . we have come to expect a certain level of value when we surrender our email address to a company and expect some unwritten {and also written} rules to be followed and a significant exchange of something worthwhile to us in response to handing over our email address....Read More

How are you getting in front of your Target Audience? Do they know your expertise and value? Did you see what we did there? We didn’t say “customers” or “prospects” we used “Audience”. Because if you ONLY speak to whom you think will BUY from you, you’re missing the boat on advocates, influencers, donors, supporters and...Read More

It’s seems logical to think – if you’re a Business Owner or a Sales Rep – that the only performance metric that matters is the “End Result”. Did you meet your numbers? Or did you fall short? You got in the car and drove and either made it to your destination or didn’t. The final...Read More

  You can have a great Idea. You can have a great Product. You can Be the Best at what you do . . . but if you can’t effectively translate your Value to another person or business and Sell it to them . . . That’s a tough pill to swallow. Selling is all at once the most Complex,...Read More