Tag Archives: sales process

Why you need to document your sales process

The dictionary defines process as “a series of actions or steps taken in order to achieve a particular end.” (I think that’s pretty close.) We all use processes –– at work, at home, and just about anywhere. Suffice it to … Continue reading

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The purpose of marketing

While business owners and leaders spend a tremendous amount of time on developing marketing strategies and plans, they spend very little time even thinking about their sales process. The way I see it, that’s like trying to climb a ladder … Continue reading

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An Amazon Bestseller

Yesterday, May 2, 2017, How to Close More Business in Less Time became an Amazon Bestseller. I’m extremely grateful to the business owners and professionals who not only purchased it throughout the past several years but who also sent me … Continue reading

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Everything starts with a process

Highly creative and talented people – artists, writers, composers – don’t seem to have a process. The artist, for example, sits down at her easel, takes out a brush, dips it into some paint and begins painting. As we watch, … Continue reading

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To get better results, get a better process

Most of us don’t think about the processes we use. We just keep using them. And that’s okay. But when you think about the processes you use, chances are you can find a way to make them better. How to … Continue reading

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What’s your business’ personality?

As a business and marketing strategist I freely admit to being considerably more than a little critical of the way businesses do things. Just as people have only one opportunity to make a first impression, so do businesses. Case in … Continue reading

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Are your clients really coming first?

I’ve seen this scenario too many times. I’m visiting with one of my clients. The mail arrives. There’s a signed contract and a big fat check from a brand-new client. The boss is thrilled. The entire team is celebrating. It’s … Continue reading

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“I just don’t know how to close the sale.”

I must have heard that three times this week –– from a client, a prospect, and a long-time friend. There are many reasons business owners who are in a selling mode and even professional salespeople are insecure about closing. They … Continue reading

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Price doesn’t need to kill the deal

I talk a lot about points of constraint in my book How to Close More Business in Less Time, and for good reason. A point of constraint is a roadblock –– something that gets in the way. It can slow … Continue reading

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The many moving parts of marketing

I suppose the world was confounded when Sears mailed its first mail order catalog in 1888. Want to buy a watch or some jewelry? No problem. Thumb through the catalog. Find what you like. Fill out an order form. Put … Continue reading

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