This is part 2 out of a 4 part series this month, highlighting my Top 8 New Years Resolutions for IT Marketers. New Years Resolution #3: Leverage MORE of your EXISTING assets. To do this I suppose you need to recognize what your current assets are. That would be your current customers and (hopefully) the relationship you have with them. …
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 …
..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 …
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 …
As many of you know, back in October I flew out to LA to attend a private, 1-hour brainstorm session with Richard Branson, the 261st richest person on the planet (according to Fortune Magazine). This meeting was organized by Joe Polish who runs the Master Mind group I belong to. In attendance was yours truly along with 16 other very …
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.” …
Here are 5 ways you can raise your prices and get paid MORE for the services you are already performing. #1: Just raise ‘em. Pretty ingenious, huh? That’s why I get paid the big bucks. Just type up a simple letter explaining that on X date, your rates are going up. You don’t need to apologize or get a note …
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 …
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 …
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 …
