Sales & Marketing & Sales Cycle

Most business owners do understand the cash implications of too much overhead, excess inventory or not collecting thier receivables. But when it comes to marketing, many business owners seem to forget about making cash and think, instead, about spending it. They think about brochures, ads, logos, image, slogans, look, positioning, and creativity. Their only concern Continue Reading...

Ultimately it Gets Down to Trust

Just about anyone can get someone to buy something once. Successful businesses create perpetual customers. If you ask them why they keep coming back, you will find a common thread… Trust; customers buy because they trust you. These days it’s amazing to me that being truthful seems to be the exception rather than the rule. Continue Reading...

Competition Comes in Many Forms

Your competitive universe includes more than just your direct competitors. Customers, suppliers, and potential new competitors (outside your industry) also affect your strategic position and competitive stance. Don’t restrict your thinking and planning to only dodging and countering new moves by your direct competitors. Staying and succeeding in business these days not only means dealing Continue Reading...

Honest Help for Marketing Impact

The importance of knowing your audience and speaking directly to them has always been critical for any successful marketing campaign. When it comes to Internet and search engine marketing this is especially important. A personalized and credible conversation to a well defined target market is exactly what awareness, trust, brand loyalty and ultimately a sale Continue Reading...

Know What Your Customers Really Want

There are lots of ways to shorten the sales cycle, but none work better than finding out exactly what problem your prospective customers want you to solve for them. That’s because, once you know what prospects really want and what ultimately makes customers want to buy from you, getting the order is under your control. Continue Reading...