I’ve made reference in previous installments of this Blog to Bullseye Account prospecting and several of you have asked for more information about this unique and effective way of targeting and LANDING large accounts.
Read More
There is something to be said for the customer perspective. Here’s what went wrong in a recent shopping experience and how ill feelings could’ve been avoided.
Read More
Some of you might think, what’s the point of being involved with a Regional Association…Really?? I’m busy, why do I need to leave my office for these Association events? How does this benefit ME? That’s a good question and we will touch on the answer.
Read More
Recently, I’ve had some Yellow Page directories drop onto my driveway in a plastic bag. Years ago, I used to look forward to seeing these and checking out what my competitors were doing. Now, the book goes immediately into the recycle container.
Read More
Jeff Solomon is on vacation with his family in Hawaii, so this week’s rant is provided by his friend and industry colleague Glenda Stormes-Bice, MAS.
Read MoreMany times we start presenting and selling before we have paid the price of admission or earned the right to proceed, and this can be a big mistake.If you don’t know anything about the company you are targeting, and don’t take the time to get to know the buyer as a person before you start presenting and selling, most likely you will fail.
Read More
In the course of working on a few new projects, some rude awakenings of how the distributor/supplier relationship works, or occasionally doesn’t work, have me scratching my head and asking, “…Really?”
Read MoreThe value of authority and why it belongs with your customers.
Read MoreIt takes a single negative image to undo even the most successful campaigns in the eyes of your customers—and many of them will never forget what they’ve seen in the news. Headlines from Bangladesh and Pakistan underscore the need for social accountability audits.
Read More
Why the much-hyped marketing tool is completely at odds with promotional marketing—and what you should use instead.
Read More