Sales and Marketing

From Strategy to Execution
February 12, 2016 at 12:21 pm

What makes a strategy effective is if its content is engaging and relevant to its intended audience. The ability to connect a strategy to content is the key to driving successful executions of your desired goals. The best executions are built upon inspiring strategies that cause people to take notice and action.

Communications Growth: A Key Component of Successful Organizations
February 11, 2016 at 9:01 am

In consulting with companies and speaking to many groups across the country, I ask them the following question. What level of competence is your communication in? Let's take a look at the four common stages of communication development.

The Good, But Struggling, Sales Rep
February 11, 2016

Bill Farquharson summarizes what it’s like for a “struggling” sales rep, noting that numbers are not the only important thing.

Target Report Analysis: Point-of-Purchase Displays Prove Attractive
February 9, 2016 at 9:13 am

As brick-and-mortar stores fight it out with online retailers, the in-store experience becomes an increasingly important reason why shoppers will still drive to and spend time in a traditional store. Retailers and product manufacturers are counting on unique and attractive printed displays and graphics, as well as creative packaging, to create the difference that keeps shoppers coming.

Cross-Selling And Teamwork: The Missing Link
February 9, 2016 at 12:00 am

In my 34 years in business, I have never heard a customer or prospect say, "We want to increase the number of suppliers we work with." Nope. Never. What I have heard customers and prospects say hundreds of times is, "We want to reduce the number of suppliers we deal with." Sound familiar?

Best Sales Pickup Line Ever
February 9, 2016 at 12:00 am

If your goal was to come up with the worst pickup line at a bar, you can’t do much better than, "Do you come here often?" If your goal is to create a differentiator while prospecting, you will find equal success if you say, "People buy from us because of our superior customer service.” What’s a better line? Find out in this week’s blog by Bill Farquharson.