Top 8 New Year’s Resolutions for IT Marketers, Part I

Robin Robins IT Marketing

This month, I’m going to give you my top 8 New Years Resolutions for IT Marketers in bite sized chunks.  For today, we tackle resolutions #1 and #2… New Year’s Resolution #1: Do A Better Job At Positioning Rather Than Prospecting. If a tree falls in the forest, does it make a sound?  Better question: If Robin constantly tells you …

Wow, Another Year Over…

Robin Robins Computer Consultants, Managed Services

..and a fresh, new exciting one about to begin. Although I think it’s a bad idea to only ―check in on how you are doing once a year in January, I can’t help but be a bit more reflective at the end of the year looking back over the events that have happened and asking myself three things: What did …

Wanted: High-Performance VP of Marketing

Robin Robins IT Managed Services

Are you a results-focused, high-performance marketing genius who knows how to generate sales without excuses? Does hitting big goals, making big money and working with other “A” players excite you? Do you enjoy working in an environment where exceptionally high standards are expected? Do you have a high-level of confidence in your ability to develop and implement marketing plans, campaigns …

You submit a proposal to a client, but then you can’t get the prospect to call you back, much less buy.

Robin Robins IT Managed Services

Root Cause: Chances are you didn’t qualify the prospect well enough, AND you made the mistake of using the proposal to close the sale instead of using it ONLY as a way to solidify on paper what you’ve already discussed and agreed to in person. A lot of people request proposals as a nice way of saying, “I’m not interested.” …

The Power of Take-Away Selling

Robin Robins IT Managed Services

I’ve heard it said that Harvard didn’t become the prestigious school they are today based on who they admitted; they become Harvard based on who they kept OUT. One of the most powerful sales and marketing techniques you can employ is take away selling. That is basically where you position yourself as “THE” go-to-expert in your city or industry and …

Trick or Treat: Naysayer, Realist, or Fool?

Robin Robins IT Managed Services

The other day I received an article from eChannelLine where an IDC author wrote, “Buyer optimism is at its lowest point this year…” and that “buyer optimism is clearly on the wane with August marking the fifth consecutive month of flat or falling buyer intent.” Notice they didn’t say sales – just “buyer intent,” whatever the heck that is. This …

Scariest New Trend: Give Me, Give ME, GIVE ME!!!

Robin Robins IT Managed Services

Have you seen the latest product called P.B. Slices? It’s peanut butter formed into pre-packaged slices like cheese so you don’t have to spread it onto bread. I think it was P.T. Barnum who said that no man will go broke banking on the laziness of the average man. This is just a micro example of a trend in America …

Sales Follow-Up As Transparent As A Ghost

Robin Robins IT Managed Services

I’m always amazed at how non- existent follow-up is with companies that obviously want to generate more sales. Over the last month, I’ve been shopping online to purchase a new sofa. From the number of sites available and amount being spent on ad words, I can safely assume that the furniture industry is a very competitive business. Yet, these very …