Sales

The Magic Marketing Bullet – revealed

For years now I’ve kept this highly guarded secret to myself because I didn’t want to let clients in on something that would surely render me useless to them. It’s not like I haven’t been asked a thousand times to reveal this secret – it comes up all the time in various forms but the essence of the question sounds like “What is The Magic Bullet marketing thing I can do to instantly make sales?” I know it is selfish of me to keep this magic to myself. A client who knew this sacred information has no need for the marketing and advertising industry. In fact, the Industry has kept this information locked up in secret, hidden file cabinets for years to ensure they have an unending stream of clients who will pay them to reveal bits and pieces of The Magic Bullet – but they never revealing the entire[…]

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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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