Sales and Marketing

A Strange Sales Goal
July 7, 2015 at 8:56 am

Do you remember your first day in sales? Probably not. It was likely that you did not come rocketing out of the gates and find instant success. Most of us failed to meet early expectations and goals, in part because they were improperly established by our managers. What is a better idea? You will find the answer in this week’s blog by Bill Farquharson.

Best of Series: How to Be Remarkable! - Short Attention Span Webinar
July 2, 2015 at 8:11 am

Of all the things you wanted to be when you grew up, was "remarkable" one of them? Probably not. But as a salesperson, becoming remarkable is a worthy goal. Find out why in this week’s Short Attention Span Webinar "Best of" series with Bill Farquharson and Kelly Mallozzi.

Five Ways to Rank Higher on Google
June 30, 2015 at 6:35 pm

As we are now halfway through 2015, it’s a good time to reflect on what marketing techniques have worked this year, and what we can improve on in this next quarter. So, let’s start by taking a look at how we can improve search engine optimization moving forward.

How Inbound Marketing Works: Content Distribution (Part Two)
June 30, 2015 at 6:23 pm

In a previous blog, we covered the first four elements of how inbound marketing/content distribution works: 1) content usage, 2) search engine optimization, 3) landing pages and 4) lead scoring. But there are three more. Let’s pick up right where we left off.

315 Words on Brevity
June 30, 2015 at 8:54 am

Why use 160 words to say what can be said in just 10? Letters get scanned. Books get "eaten." Now, more than ever, we need to be mindful and respectful of the time restraints of others and be economical with our communication choices. Read Bill’s blog this week and discover the power of brevity (although he takes his sweet time getting to that point!)

Five Things to Tell a Customer - Short Attention Span Webinar
June 26, 2015 at 8:52 am

Before you shift your attention from your existing client base to the development of new accounts, it is important to shore up relationships. The last thing you want is for a customer to think, "I am being taken for granted" and accept one of the many appointment requests they receive each day. So, in this week’s Short Attention Span Webinar, Bill and Kelly will give you five "must" discussion points that you’ll need to cover to give yourself some relative peace of mind.

Three Ways to Review Your Brand Like a Pro
June 26, 2015 at 8:30 am

Making the brand review an ongoing practice of your organization will ensure it stays current and relevant in the market—not something you have to do, but something you want to do. That’s how the pros think about brand reviews and how they keep their brands in leadership positions.

Why Cold Calling Is More Costly Than You Think
June 25, 2015 at 8:30 am

When I run sales workshops, I ask participants how many effective new business calls they manage to make in a day. The average answer is five to six calls. I rarely receive an answer above 10. These are not unusual results.