I spend time with my client CEOs talking about their business strategies and how to get better results from their organization’s sales and marketing efforts. You would think we might talk about their strategic issues and challenges. But we don’t, we talk about three challenges impacting their businesses today. I…
Author Keith F. Luscher I don’t know if I have been writing a bit too much lately on the subject of making calls, but when it comes to our own challenges in overcoming CALL RELUCTANCE, part of me feels like it just cannot get too much attention. There is a…
Author Keith F. Luscher Phil Reese, vice president of Small Business Payroll Services, LLC in Columbus, Ohio had a problem not unlike what many of you may be facing. “For a number of years,” Phil says, “we did very well driving new business purely on referrals. But as the economy…
We’re in Washington DC this week but have had several interesting conversations with clients about how they can use testimonials to build trust with clients faster. My friend Keith shared his thoughts last month on how we might use the power of video to turbocharge testimonials. I thought I would…
I just finished attending the Glazer-Kennedy Information Marketing Summit in beautiful Baltimore, Maryland. This is the second half of a two-part article by Ali Brown on how to boost your sales using a standardized process. Part one covered the first two steps. Part two covers the last three steps. Your…
Many of us whose jobs involve being out and about, prospecting and meeting people will often do so coffee houses. Here in Columbus, Ohio, I am partial to Panera Bread in particular. Last week I was in a Panera Bread store that I frequent on the east side of Columbus….
The internet is inundated with “experts” trying to convince us of something. In a world where anyone can host a website and blog their brains out with no accountability, who can you trust? In the information age, it has become increasingly important to be wary of what we read. Interestingly…
I had been reading a Dave Barry article recently about his trip to China to cover the Olympics there. He shared a story about going to the Great Wall of China and seeing a T-shirt vendor. Every few seconds, she would look at Dave and yell, “Hello! T-shirt!” He would…
By Brian Tracy What is selling? In its simplest terms, selling is the process of helping a person to conclude that your product or service is of greater value to him than the price you are asking for. Our market society is based on the principles of freedom and mutual…
Have you made the huge mistake? Have you discounted ideas, suggestions, opportunities because they didn’t seem applicable to your business? Have you considered the real cost of not listening to other opinions, especially ideas that come from outside of your own industry. This article, the second of two parts, tells…