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What Every Business Owner Can Learn From Apple
I just read an interesting analysis [pdf] of the “Get a Mac” ad campaign… you know, the ones with the nerdy businessman (“I’m a PC”) and the cool hipster (“I’m a Mac”) politely bantering about which...
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“I’ll Start Advertising Again when Business Picks Up…”
That was an actual response heard by one of my appointment setters. Why is it that no one says things like, “I’ll pay my phone bill again when business picks up,” or “I’ll pay my electric bill once...
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Yellow Page Advertising, Part 5: Google Search vs. Internet Yellow Pages
I always find it interesting (and refreshing) when a search marketing company has something positive to say about the Yellow Pages. As someone who ran a web development business for over 5 years, I...
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Can You Hear Me? Over…
Technology is wonderful… except, of course, when it’s not. Like when my parents have something “really important” to tell us … and they call our house phone, my cell phone and my wife’s cell phone…...
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Using Your Voice for Maximum Impact
You’ve probably heard the saying, “It’s not what you say, it’s how you say it.” As a telemarketing manager, it used to baffle me how two telemarketers could deliver the exact same pitch and yet one...
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Understanding the Sales Cycle: Your Client is Ready to Buy, but Are You Ready...
What do you do when your prospect is ready to buy? There’s a logical progression that occurs in every sale, whether it’s a 20-minute cell phone sale or an IT consulting gig that takes 10 months to...
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Marketing in a Post-Recession Economy
Is the recession officially over? Most economists are saying that the recession ended somewhere between July and September of 2009. Maybe I missed something. Or maybe economists just make good money....
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5 Reasons Why You’re About to Lose that Sale
They say there are three types of people in this world: those who make things happen, those who watch things happen, and those who wonder what happened. If you’ve ever lost a big sale and wondered,...
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3 More Reasons You’re Going to Lose that Sale
In my last article, I talked about five reasons why you lose a sale. Each of those can be avoided by asking a few simple questions. But these last three reasons are a bit more complex. For starters,...
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Transactional vs. Consultative Selling: Knowing the Difference Makes All the...
Unlike many “natural-born salespeople,” I never had the childhood epiphany of, after selling newspaper subscriptions door-to-door, gloriously realizing that I loved to sell things. I never imagined...
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