In a recent article published on LinkedIn, Bruce Bolger, President of the Enterprise Engagement Alliance, shares some interesting data and perspective on a past marketing strategy that he suggests is primarily overlooked today. “In the late 1990s, the concept of one-to-one and permission marketing were born with great promise,” Bolger writes. “Yet, the current dominant approach […]
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Staying in Touch with Your Marketplace
Business development is a process rather than a one-time event. It requires a long-term perspective and the key activity for achieving success is follow-up – i.e., staying in regular contact with customers, prospects, and influencers/referral sources. We have observed that most people fail to follow-up with sufficient frequency or with a value-added purpose. Frequency guidelines:If […]
If You Aim at Nothing
The late Zig Ziglar was often quoted as saying, “If you aim at nothing, you’ll hit it every time.” True words for sure! Mr. Ziglar’s wisdom can be applied to much in life and to sales calls as well. For example, consider the following perspective on setting our aim on key objectives for sales calls […]
How to Differentiate
Not long ago, a survey done by Boston’s Rain Group indicated that most buyers found it highly influential when a seller could differentiate themselves and their organization from others. Unfortunately, only about 1 out of 5 sellers polled in the same survey rated that skill as one at which they were highly proficient! Granted, it […]
Leveraging Your Brand for Accelerated Growth!
Selling and marketing are the key processes for maintaining business growth. But while these processes are familiar ones, their definitions are often blurry and, in some cases, the two concepts are considered to be one and the same! However, they are distinct and it’s important for organizational leaders and personnel to maintain an understanding of […]
The Science Behind Storytelling
Storytelling can be a highly effective tool for leaders and sales professionals! An article recently published on inc.com provided a concise but thorough explanation of why. “Storytelling is not something we do. Storytellers are who we are,” wrote author and Harvard Instructor Carmine Gallo. His article goes on to explain the evolution and neuroscience associated […]