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Industries, markets, companies, end users don’t buy anything… You sell to people.

Think about your prospective customers – the people to whom you will be selling. What you’re going to do is create a composite picture of your typical customer. Don’t treat it lightly and give it a quick brush because you “know all about your customers.” Maybe you do… but you really can’t know too much Continue Reading...

Internet, Sales, Marketing: Don’t Forget What’s Important

Posted in: Strategy | by M. Hughes

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When considering the Internet, sales and marketing it’s always a good idea to keep fresh in the mind those attributes that can make a positive difference in your business. Over the next few weeks we will re-visit some of our previous blogs to highlight the take-aways. What Makes a Prospect Want to Buy From You? Continue Reading...

Why PR & Press Releases Are Important

Posted in: Strategy | by M. Hughes

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Some people call public relations (PR) and press releases free advertising. That’s only true in a limited sense. It takes time, skill and money to write articles and releases, interview the press and media, and make public appearances. There are many reasons why PR and specifically press releases are popular and in many cases essential. Continue Reading...

Build Credibility to Build Sales

Posted in: Selling | by M. Hughes

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Becoming credible with prospective new customers will almost always take longer and cost more money than planned. Further, once you become credible, you still don’t necessarily have an order. All you’ve done is become a qualified vendor in the eyes and minds of your prospective customer. You still have to win the business. This is Continue Reading...

Customer Buying Motives, Wants & Needs

Posted in: Selling | by M. Hughes

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In order to inspire your prospects to buy, it’s important to understand and address personal reasons customers will buy from you including trust and knowing other smart people have done business with you in the past. Having a product and/or service that provides a clear solution to your customer’s problem is also vital. But equally Continue Reading...

Factors That Shorten The Long Sales Cycle

Posted in: Selling | by M. Hughes

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Long sales cycles affect your business in exactly the same way as excess inventory and uncollected receivables. So… when you look at your sales people and your sales situation, think about what you can do to shorten the sales cycle. Repeat to yourself, the biggest time waster of all, is when your salespeople spend time Continue Reading...

Know Who Influences Your Customers

Posted in: Selling | by Admin

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Influencers are people who impact the sales process but don’t actually purchase and use the product. Customers rely on these influencers to help them make decisions. Influencers are important for two reasons (1) you may have to spend a significant portion of your sales & marketing time and money convincing them and (2) they may Continue Reading...

While You’re Training, the Competition is Selling

Posted in: Selling | by Bill Hughes

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A major mistake many companies (large and small) make is spending too much time and money training their salespeople. This is not to say that salespeople shouldn’t be trained – they must. However, it can be terribly expensive and time consuming. In fact, a recent survey showed that companies with annual revenues of less than Continue Reading...

Protecting Your Margins Must be a Priority

Posted in: Strategy | by M. Hughes

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Protecting your margins should be one of the business’ highest priorities. Diligent cost controls combined with smart moves to gain market share are mandatory management activities. Lower margins leave less room for error. Here are some things that can be done to shore up the margins and cash flow. Product Differentiation. Make your product different Continue Reading...

Know Your Marketing Communication Objectives

Posted in: Selling | by Admin

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Marketing communications objectives. Before you choose how you’re going to talk to your market (ads, PR, mail, etc…) and after you position your product and company, it’s important to determine your marketing communications objectives. Exactly what do you want people to do after they visit your website, read your ads, articles, direct mail, etc. What Continue Reading...