We all know that top producers in our industry are viewed by their clients as promotional marketing consultants or trusted advisors, not product vendors. In order to be viewed this way, you must uncover opportunities within an account that either increases revenue or solves a problem.
Read MoreTag: Question
Tell Your Story by Answering Four Questions
Your problem may not be that you don’t have any value to add. Your problem is more likely that you don’t tell your story in a compelling way.
Read MoreThe Meetings Before The Meeting
Many 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…Really?
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 MoreDistributors, Can You Handle This: Capturing the Looks of Destiny’s Child
After all the build-up, Super Bowl XLVII is over. It was a night filled with emotional performances, stadium blackouts and a Baltimore Ravens’ victory. However, my Twitter feed was all about the “Beyoncé Bowl.”
Read MoreAchieve Trade Show Success in 2013
Heading to an industry show soon? Trade shows are an important part of our industry, and to get the best return on your time and monetary investment, we may have a few ideas to help.
Read MoreYou DON’T Need An Elevator Speech
There is an old Egyptian proverb: “Your answers tell me how clever you are. Your questions tell me how wise you are.”
Read MoreWhat Is The Most Important Thing You Will Do Today?
When is the last time you asked yourself that question? Ever? Start each day with at least one important question. Better yet, start each day by asking, thinking about and answering three questions.
Read MoreYour Pop Culture Fashion Wish List
From Tom Baker’s wool scarf to Alex P. Keaton’s sweater vest—what item from a TV or movie character’s wardrobe is on your must-have list?
Read MoreHave a Conversation
One of the key points that I try to make when discussing the new rules of marketing and about the transformations taking place in business today is that it is no longer about “campaigns,” it is about having “conversations.”
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