Tag Archives: Marketing

Talk is Cheap, Commitment Counts

Entrepreneurs that are big on ambition and small on staff become singularly focused on the top line, the bottom line, and most of the lines in between! The empire that will emerge in the foreseeable future must make payroll again … Continue reading

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Marketing for Breakfast

Breakfast is the most important meal of the day. The morning meal launches the daily process with nourishment and energy. Moms everywhere preach this to their kids. The busiest professional in his heart, knows it is true. More importantly, breakfast … Continue reading

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Not My Customer

The classic sales professional dilemma: is that prospect really a customer? Customers and prospects look a lot alike. In some cases, they are indistinguishable. Perhaps, they both requested additional information from the sales professional. They may come from the same … Continue reading

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The Power Of Story

The classic story of the business teetering on closing its doors until it is miraculously saved by a last minute sale is heartwarming but misleading. The eleventh hour invoice did not save it. The momentum created by the sale made … Continue reading

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Watch Your Metrics

The commercial with the fast-talking sales guy and lots of shiny objects screams, “We lose money on every sale! We make it up in volume!” Some folks justify the craziness by suggesting that they are aggressively selling loss leaders. The … Continue reading

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Truth In Selling: It’s Much More Fun

In the movie, “Hook”, Dustin Hoffman, playing Captain Hook, deliciously delivers a line to young Jack who accused the Captain of being a liar. Hook’s classic response: “Lie? But why, when the truth is so much more fun?”. Obviously, Captain … Continue reading

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The Answer Is Yes, And…

Stop me if you heard this before: “Three blind mice walk into a bar and the first one orders…” The sales professional with a bunch of jokes is a tired cliché. But that does not mean comedy does not have … Continue reading

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