Sales and Marketing

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

Do you receive 100% execution from your strategy? If you do, you deserve a long and heartfelt round of applause! That’s because the grand majority of CEOs report that they haven’t a clue of how to truly measure if their strategy is working. The advertising giant Leo Burnett once said, “Good advertising does not just…

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.