If you’re an MSP thinking about fully outsourcing your marketing, I’m going to share with you why that could be a complete and total disaster and why you should rethink that strategy. Most marketing agencies that do a complete, “fully outsourced model” are not strategy firms. They are fulfillment firms. I know because I spent the better part of 10 …
There’s an old sales joke about a hotshot sales guy sitting down with a little old lady to sell her a new heater. He tells her all about how the heater is made in America and has the highest-quality ratings for efficiency and safety, about the BTUs, construction, warranties and other features. When he finally shuts up, she says, “I …
Much of our society incorrectly describes small business owners as “entrepreneurs.” But as Gerber famously pointed out, most entrepreneurs are not entrepreneurs at all – they’re technicians suffering from an entrepreneurial seizure. Nothing is truer in our industry, where most (roughly 80%) are self-employed with helpers, generating under a couple million in sales, who are busy doing it, doing it, doing …
Salespeople do all sorts of stupid things that cause them to lose sales on a NORMAL day, but when the world is facing a crisis like the one we’re all in now with the coronavirus, these behaviors are unforgivable and need to end. #1. Prospecting as though nothing is going on (click to watch video). Let’s consider what might be going …
Here’s a real e-mail I received from a client this week: “Robin, do you think not hitting sales quota for the past year is a reason to let my salesperson go?” Don’t laugh – we’ve ALL kept an employee long past their expiration date. On several occasions I made the mistake of keeping someone with the hopes that they – …
Two-time Heavyweight Champion and genius entrepreneur George Foreman will be ONE of the keynote speakers at our upcoming Boot Camp. Some have criticized the decision, saying, “We’re IT guys – not a room full of professional boxers or TV personalities, so why waste time listening to THIS guy?” So, please allow me to address that AND serve the dual purpose …
Whoever is going around teaching people to use “grab a coffee” as a reason for getting entrance to a meeting with them needs to stop. Worse yet, “I’ll buy you lunch,” as if they’re doing me a HUGE favor. Last month I received multiple SPAM e-mails similar to the one below: Hi Robin, my CTO and I will be in …
How many times have you been told by your Mum, “It’s the thought that counts,” as counsel after getting a worthless piece of crap for a gift? Maybe that’s a good mantra to live by for casual gifts, but in business, it’s the worst piece of advice you can get, the worst excuse you can give. Next month at our …
By Robin Robins, President, Technology Marketing Toolkit, Inc. www.technologymarketingtoolkit.com Are you familiar with the late, U.S. President Garfield’s story on margins? James Garfield was born in a log cabin to poor, uneducated parents, yet he went on to become a scholar, a Civil War hero, a U.S. congressman for 18 years and, eventually, the 20th President of the United States. …
By Robin Robins, President, Technology Marketing Toolkit, Inc. www.technologymarketingtoolkit.com As you may recall, last week I participated in hosting a teleseminar with Timothy Ferriss, author of the new hot-selling book, “The 4-Hour Workweek.” (Click here to download the mp3 recording of this teleseminar). Based on the e-mails and phone calls I received after this teleseminar, I can tell that Tim …
