The More You Tell, the More You Sell!

In order to satisfy today’s information-hungry audience, K.I.S.S. (keep it simple sweetie) doesn’t always apply. Prospects and customers are looking for detailed information to help them make informed decisions. Here are a few tips to help you educate your audience about the products and services you sell: * Make your marketing materials more educational. Include [...]

Of Manhole Covers and Marketing

You’ve probably heard the question asked, “Why are manhole covers round?” Answers vary from the obvious (“because manholes are round”) to the more obscure. Wikipedia offers several possibilities. My personal favorites? 1. A round manhole cover cannot be accidentally dropped into the round hole it covers. 2. The circular shape makes the heavy covers easier [...]

A Fish Story Worth Remembering

Many years ago, a pike was placed in a tank with live minnows. As you’d expect, the pike immediately swam at the minnows and ate them. After a few days, a glass partition was added to the tank, and the minnows were placed on the other side of the glass (away from the pike). The [...]

7 Keys to a Successful Collaboration

The business annals are filled with examples of successful (and not so successful) collaborations. Many of the innovations we take for granted today are the result of individuals and organizations coming together to work toward a common goal. If your company is considering a collaboration (even internally between departments), here are a few tips to [...]

Six Steps to Handling Mistakes at Work

Mistakes are a natural part of life… and business. How you handle those mistakes will go a long way in turning a dissatisfied customer around. Here are a few things you can do when mistakes occur at your company to help resolve the issue and make sure it doesn’t happen again: 1. Acknowledge the mistake. [...]

Break the Ice – 6 Cold Call Success Strategies

Few of us enjoy making cold calls, but for many salespeople cold calling is inevitable. Here are six tips to help warm your next cold call: 1. Don’t make the cold call your first point of contact. Instead, start with a letter or email. Introduce yourself, your company, and the products or services you provide. [...]