Home » Posts tagged "Going to market"

Demystifying the Competitive Landscape

How can you stand out in the crowd if you don’t know what the crowd looks like? Last week, I focused on the importance of clearly defining your target audience, and provided guiding questions to help you clarify your client personas. Since you’ve taken the time to define your target audience, it is wise to […]

4 Tips to Develop Your Best Elevator Pitch

Summer is quickly approaching, and so is the opportunity to meet potential customers in a variety of informal settings. Whether you find yourself on the golf course, playing tennis or strolling along the boardwalk, it is essential to be prepared with a simple, relevant elevator pitch. The right elevator pitch has the potential to captivate […]

7 LinkedIn Profile Must-Have’s

Whether you like it or not, LinkedIn is a social media force to be reckoned with. Don’t believe me? Check out these statistics: 350 million+ users 187 million+ unique visitors per month 40% of users check their profile daily 17 minutes is the average time a user spends on LinkedIn per month Few, if any, […]

3 Common Shortcuts You Can’t Use in Sales

I hear it over and over again. Isn’t there an easier way to do this? More often than not, the answer is “NO.” Successful sales people don’t succeed based on shortcuts (at least not over the long term). Below are 3 common shortcuts you can’t use in sales. 1. You can’t force the sale I […]

Quit Saying You Need Things to Succeed

Salespeople are famous for asking their manager or owner for the newest, latest, and greatest. They say they need things like lead generation tools and automated marketing software. But all too often they are making excuses for their lack of production. Think about the good old days for a second (which I wasn’t a part […]

Fraidy Cat

Fraidy Cat If you got past my half-humored title, you are about to see why I say “so many organizations I run into employ a bunch of fraidy cats.” Let me start out by asking you a couple of questions. How many clients bought from you in 2014? Now, how many of those clients will […]

Care-less People Sell Less

If you’re in the sales business, you’re in the people business. Believing in your product and convincing others to believe in your product (enough to buy it!) is at the heart of your profession. To do this effectively you must develop a deep understanding of who your customers are and how your product can improve […]

The Biggest Problem Causing a Lack of Success

Why is it that some people succeed and others do not? There are a lot of schools of thought here (and unfortunately a lot of ignorant statements), but I’d like to suggest one overarching problem. What’s worse is that it is pretty easy to overcome if you want to. Problem – SURPRISE, they don’t want […]

Be Direct, But Not Desperate

I wanted to share with you one thing I have diligently put into practice recently and one huge caution in that process. I have become very direct in asking for something of both potential clients and referral partners. This revelation (if you will) has led to an increase in business revenue and has deeply encouraged […]

Why? Is there a more important question?

Simon Sinek started a whole new revolution in business when he delivered “How Great Leaders Inspire Action” at TEDx. The concept of asking why isn’t new. One of the first questions we learn as young children is “why?” Why do I have to? Why can’t I…? When we are asking why, we are attempting to […]