Insight Is Not the End—It’s the Beginning

Insight is the starting point. Our Insights should create a dialogue or conversation. It should begin a collaborative process, where we and the customer evaluate what it means for them. If our Insight doesn't start a conversation, we have failed. If we can't sustain the conversation, we have failed.

Why “Government” Needs to be Part of Your Business

In 2012, over 85,000 local, state and federal governmental agencies combined to spend more than $6 trillion—that equates to over $30 billion each workday ($30 BILLION PER DAY). The combined annual spend of these agencies makes governmental agencies in the U.S. the "largest purchaser in the world."

Sending Unsubscribed Email Hurts Your Brand

As if keeping up with emails isn't challenging enough, I find my inbox filled with new promotional messages (SPAM) every day. And, no, I'm not talking about scams from overseas con artists. I'm talking about North American companies and start-ups that believe their products and services will be valuable to me as a blogger/marketer.

Stop Wasting Your Time on Social Selling?

Recently, someone wrote me saying: "I have absolutely no idea how you have time to spend so long on Twitter/Facebook/LinkedIn, plus write articles for every site imaginable—and respond to all the comments?"

Compressing the Sales Cycle

There’s an interesting conversation going on in LinkedIn. It starts with the question, “Is reducing the time between customer meetings the only way to compress...

Focused Sales Presentations

One of the basic tenets of sales you should keep in mind is that people don't want what something is, they want what it does. As the famous example goes, nobody wants a quarter-inch drill; what they want is a quarter-inch hole. People want what your product or service does, not what it is.

How to Plan Ahead for the Holiday Marketing Season

As summer draws to an end and Back to School season hits high gear, now is the best time to prepare for the upcoming holiday season! At DigiShopGirl Media, we have developed a holiday toolkit to make this planning easier.

Don’t Answer That Objection!

A few days ago, I was tagging along with a sales person on a call. It started well, then the customer expressed an objection. That's when things started to go wrong.

Unique Selling Propositions

When you start your business, you will probably be competing with a number of other companies. Why should customers come to you instead of them? The trick to setting your business apart is creating a Unique Selling Proposition.

Use Non-Aggressive Upselling to Gain and Keep Customers

Upselling is the art of helping a customer understand that they can't live without something they didn't know they wanted. It's about awakening the sleeping giant of desire with a non-aggressive, gentle nudge instead of an obnoxious air-horn.

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