Sales

5 Red Flags That Show Your Sales Process Sucks

After 30 years of working with clients to solve problems that are killing their revenues and profits, I’ve identified a number of red flags that tell me loud and clear something is wrong with how that client is selling. The good news it isn’t hard to fix.

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Nobody cares about you.

In this Smash Podcast I tell you the cold hard truth about prospects that you need to accept so you can start reaching them with more relevant messages and calls to action that actually work.

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Good Old Fashioned Sales Letters Still Work

The venerable sales letter is somewhat of an anachronism these days. With all these newfangled electronic gizmos, apps, FaceThingies, LinkedIns, utilizing sales letters seems sort of…well…quaint. But the reality is that a good sales letter (snail mail, delivered online or as a landing page) can generate high value sales leads. The secret lies in the concept of “good”.  A bad sales letter not only gets a fast, one way ticket to the trash bin, it can actually damage your brand. Writing is one of those skills/arts that everyone thinks they can do. “I done learned it in grade school. I forms words with letters and strung ’em together….” And while that is true for most people (I hope) writing for sales and marketing purposes is different from writing a comprehensive review of To Kill a Mockingbird.  Let me show you how the right approach can make the register ring.

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Don’t be a Saleshole. The Five Attributes of Poor Salesmanship.

The last few weeks I have been subjected to a lot of bad salesmanship. It got me thinking. Surely people don’t mean to be rude, pushy or full of proverbial bovine excrement. But somehow, they still excel at being a total saleshole. So, in the interest of enlightenment and relieving my frustration, I share my top five saleshole attributes. 1. If you never take no for an answer and instead resort to stalking prospects with repeated calls, unannounced visits, hanging out at the bar next to the prospect’s office, lurking around his yard at night – you might be a Saleshole.

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Don’t Think Too “Small”

By David Sandler Simple as it may sound, many small companies stay small because their owners never dare to think big. It’s true: Negative or defeatist thinking is the greatest obstacle to business success. As long as the entrepreneur thinks of himself as a nickel-and-dime operator, his company will never be more than a financial midget scratching around for subsistence earnings. It is an easy trap to fall into. You may, after all, run a small venture with relatively few employees and limited capital. Accepting the role of a small-time business owner is an inexcusable business mistake. It is like drawing a circle around your company and promising not to grow any bigger than these artificial borders. All you really need to do is to change your way of thinking. Set your sights high. The world can be your oyster if you just stand up and dare to take it.[…]

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What first impression are you making?

At the risk of sounding a bit judgmental,  (as businesses we are being judged constantly) but I feel a need to share some thoughts about a disturbing trend that threatens to destroy us all! Sorry, got carried away for a minute, but in the context of sending a message that you can be trusted and are a credible and reliable resource – the way you make your first impression is critical to winning customers. So often people seem to get first impressions wrong.

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