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 ...

Are You Really Different?

We know the importance of differentiating ourselves in attempting to win business. We try to do this at our web sites, often posting comparisons and...

Are You Commoditizing Your Customers?

Everyone understands the challenges of selling commoditized products. They are perceived as undifferentiated. In the customers’ and markets’ eyes, there is no difference between...

4 Elements of Great Presentations

Great presentations do not happen by accident! Whether it is a sermon at church, a keynote at conference or your party plan home show, good...

Are You So Busy Selling Your Product That You Won’t Win the Deal?

Don Mulhern published a brilliant post in LinkedIn the other day. I thought I’d expand on his ideas. I spend innumerable hours doing deal reviews. 95% go...

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