Customers and Sales: We Need Each Other!

If I were to assess the worlds of buying and selling through much of what I read, I would come up with the conclusion...

How to Know What Your Customers Want (Before They Do)

So, you’ve worked out who your ideal customers are, excellent.  Now what? Next, you can figure out their problems so that you can understand how to...

Making B2B More Like B2C Sales?

I read a terrific article by Tiffani Bova, “6 Tips For Selling In The Age Of The Connected Consumer.” There’s a lot I agree with,...

Make a Phone Call! Expect Return Calls!

With the Smartphone and texting revolution, many distributors do not want to make an actual phone call. A real live talking phone call seems almost...

Buyers Aren’t Killing Sales, Sales People Are Killing Sales!

I get so weary about the endless drivel about the “Death Of Sales.” Ironically, I never see a post from customers/buyers—even procurement—about the death of...

What Does Your Welcome Mat Say?

What does your welcome mat say? A couple of summers ago, I spent some time in Europe with my daughter celebrating her college graduation...

6 Surprising Retail Trends in 2017

Retail is a rapidly changing environment, both online and offline. Technological advancements and a shift towards omnichannel marketing strategies have impacted both environments. Many...

Are Your Customers in Transition?

When I think of Spring, I can’t help but think of it as a season of transition. Seeds evolve into plants, kids graduate from...

How to Get Distribution for Your Products

The ultimate goal of many small business owners is to eventually see their products on the shelves at Target, Costco, or other big-box stores....

Are You a Commodity or Are You Different?

One of the first questions we ask a new client is “how are you different?” We usually hear things like: Our people are better ...

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