If you had to increase your prices 20 percent tomorrow, how would your customers react? After you absorbed unflattering comments and disappointment, your customers would buy fewer products, if they bought any at all. Beyond our industry, consider what we buy every day: clothing, footwear, housewares, electronics and so on. How would you feel the…
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Let’s take a quick look at the three zones in which most people operate: comfort, growth and danger: Now, let’s take a look at how these zones apply to your sales efforts. In sales, the accounts that we are most knowledgeable about are in our comfort zone. We are comfortable with their size, and with…
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Your clients only buy what you make them feel. Describe how your clients feel after they’ve just entrusted their brands, their projects and their reputations to you. You see, people don’t buy what you do or what you sell. They buy how it (the relational and transactional experience with you) makes them feel. Do they feel…
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After numerous inspiring, eye-catching promotions came out of the Women’s March, we knew the International Women’s Day merchandise had a lot to live up to. But, we think it’s safe to say that the promotions were even better than we expected, and we wanted to share our favorites with you. Keep reading for the 11 best…
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Let’s start with a verifiable fact. Everyone hates their ERP (Enterprise Resource Planning) system. Yes, a few of you will say your ERP is great, wonderful, etc. However, you are wrong, or at least using “alternative facts.” I hate my ERP system, and yet I realize that my ERP is actually great. I just want…
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Whether you watched the Oscars or not, by now everyone has heard about the big mistake. The last and most important Oscar for best picture was awarded in error to the wrong film. By the time the error was caught and corrected, two producers of the non-winning film had already given their acceptance speeches, and…
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There’s nothing worse than spending countless hours brainstorming a new marketing campaign only to have it flop. But thankfully, your clients probably never had a marketing disaster as big as these. Recently, Reddit users put together a list of the worst marketing mistakes of all time, and I’m sharing some of the top ones with you. 1.…
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Last year at PPAI Women’s Leadership Conference, I facilitated a session titled “Emerging Technology Trends,” which I also facilitated at the PPAI Expo this year. In this session, I covered the rise of bots, and how they improve our personal lives. I then went on to point out how bots will impact business. It’s a…
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Let’s talk about what I call “calculator-itis.” My definition of “calculator-itis” is when business owners and sales reps continue to charge customers the same margins year after year without any routine, timely reviews. Continuing to charge customers the same margins over time doesn’t make sense because our value to customers grows as our expertise grows,…
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The five “w’s”and the “h” were the reminders for aspiring journalists to include in every story: who, what, when, where, why and how. These elements make a story compelling, informative and complete. They are also critically important to you as you write your own life story. 1. Who Are You? How have you defined yourself?…
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