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.Read More »
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.Read More »
In my last podcast, I talked about the decline of email and phone-based cold calling. In this follow-up I give a few solutions.Read More »
There is no need to panic just yet, but in my debut podcast, I talk about how the sales and marketing landscape is changing and how SPAM is slowly killing email and phone cold calls.Read More »
In this episode I talk to Scott Ingram who has a podcast and book only interview people in the top 1% sales professionals in giant companies. We talk about the most common mistakes all companies make and smash some myths that might be holding you back.Read More »
It sounds counterintuitive from a business startup, but I love cheap clients.
I’ve learned over the years that the clients with less money to spend are more likely to be adventurous in their marketing.
That thrills me.Read More »
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.Read More »
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.Read More »
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.[…]Read More »
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.Read More »