There’s an opening in my coaching program

  I currently have an opening in my coaching program. It’s a limited program so, I will fill the opening and then continue with a waiting list. If you’re not familiar with my coaching program, you can learn more here. Here are examples of...
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Do you really value your customers or do you just want their money?

Try to find someone in business who says they don’t value their customers. It would be surprising if you found one – everyone values their customers. Or so they say. Valuing your customers is little different than loving someone – saying it...
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Cheap

I recently re-read a news story I clipped about the last flight of the Titan Missile – For the 368th and last time, the United States launched a Titan rocket into space Wednesday. The blastoff of the 16-story, unmanned Titan IV signaled the...
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The problem with press releases and most corporate communications

I have no idea why, but I recently found myself reading press releases. I surfed a dozen or so websites reading press releases of all sorts, from all sorts of companies.  They suck – press releases that is, not the...
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Anatomy of a bad sales letter: How not to make the sale

Yesterday’s mail brought me a wonderfully written, one page, six paragraph sales letter soliciting my donation to a local foundation.  It’s formatted nicely, is hand signed, and accompanies a professional looking donation card. I bet they don’t raise much money....
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Square pegs and round holes: A worthless sales proposition

Are you fixing a problem that isn’t watched, measured or monitored by your target market?  If so, you’re wasting your time and your offering will never sell. You can have the greatest, most feature rich offering in the world, but...
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Maintaining Price Integrity

Last week I met with a small business owner, investor, and friend of mine to discuss specific investments he is involved in. He mentioned one of his investments, a software company, was wrestling with opportunities they are pursuing. This company...
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“She’s not in right now. We’re not sure where she is.”

That’s what I was told when I stopped to briefly meet with a local executive. I was there without an appointment, but had a legitimate reason to be there, apologized in advance for not having an appointment, stated what I was there...
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Is vision planning a waste of time?

I’m not sure what I think about visions and vision planning. I understand the necessity and value of being clear in what you think, determining were you plan to go, and being thoughtful in how you plan to get there....
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The origin of the quote and its relation to today’s sales and marketing environment

A few days ago I asked a question about whether or not this quote is applicable to today’s B2B sales and marketing environment: …is about selling to buyers who now enjoy plurality of choice, who have expertise, who compare, who are trained...
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