Mirror Mirror
Posted on July 2nd, 2019 | Blog
Peter Drucker said “90% of information used in an organization is internally focused and only ten percent is about the outside environment. This is exactly backwards.” This may be one of the most telling business quotes of all time. We often see companies that are wrapped up in themselves. Their self-image – who they read more
Relevant Selling Workshop – Brand New Offer
Posted on May 15th, 2019 | Blog
Have a sales retreat coming up? Sales meeting? Perfect Opportunity. Summer Sales Training July and August – a few dates still available Relevant Selling Workshop Get your team ready to top their sales quotas—Learn Relevant Selling: Very few salespeople fully understand the value of a selling message that is truly relevant to the buyer. read more
Net Promoter Score — Valuable or Not So Much?
Posted on April 29th, 2019 | Blog
This is sure to be a controversial message to some folks, so I will make every effort to present both sides. I know I am sticking my neck out, but here goes. As we help companies uncover their competitive advantages, often some will immediately tout their strong Net Promoter Score. I always cringe when I read more
Websites are not Hemlines
Posted on February 6th, 2019 | Blog
We review our client’s websites, as well as their competitors, to see how – and more importantly, if – they convey competitive advantages. After viewing hundreds of sites, we rarely find anything meaningful. What is most prevalent is the latest trend in how to set up a website. Style for websites is beginning to read more
Quiz Show Marketing: Do you make your customers guess what you are about?
Posted on December 6th, 2018 | Blog
In our experience, it is always surprising when conducting a review of a company’s sales and marketing message to learn that there is little or no consistency. Often the website message doesn’t align with the brochure, and neither match the sales PowerPoint. Then, let’s add that each member of a sales team will often a read more
The Lost Discipline: Less than 5% of businesses invest in what offers biggest ROI
Posted on November 5th, 2018 | Blog
All businesses know they need to deliver what the customer wants and needs most. Nearly all sales people love to tout how “customer focused” and “customer centric” they are in meeting the needs of their market place. But do they have a solid value proposition based on relevant competitive advantages? I have asked nearly read more
If you don’t value it, your customers won’t either.
Posted on October 10th, 2018 | Blog
In today’s environment, we would be hard pressed to find anyone to argue against the idea that “time” is the most valuable commodity to most business people. (and for that matter, for most people, period). We are slammed with an endless “to do list” at work and at home. The demand on our time accelerates read more
Do we do to our customers what we hate done to us?
Posted on August 1st, 2018 | Blog
Every one of us have these hideous experiences weekly, if not daily: Trying to get a person on the phone is impossible. We get so frustrated when we are put on hold, told to call back later, or our messages are just ignored. I booked a repair service for my home. They said they would read more
Don’t count on social networks without skepticism.
Posted on June 7th, 2018 | Blog
Social networks and on-line communities have become major sources of feedback because their members tend to accept what fellow network members endorse. And the impact of social media continues to grow at staggering rates. Facebook, Twitter, LinkedIn, Snapchat, Instagram and other social networks are now a central part of millions of people’s lives, especially the read more
Are you missing the sales mark? Prospects vs. Customers
Posted on May 1st, 2018 | Blog
Prospects and customers buy for different reasons more often than you may think, yet many sales people use the same pitch for both. Our research shows they differ in buying values about 75% of the time. This leaves the door open for the competition when relevance is ignored. There are variations on the theme for read more