Tag Archives: sales process

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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Connecting the dots between marketing and the sales process

INTERVIEW – Bruce Hurwitz, host of Manhattan Chamber of Commerce’s The Voice of Manhattan Business conducted an insightful interview with me on Wednesday, August 27, 2014. He was looking to connect the dots between marketing and the sales process. Great … Continue reading

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How do you define marketing?

Marketing is one of those things that’s difficult to define. It doesn’t seem to have a definition everyone will agree to, at least according to most popular dictionaries. For example, one dictionary defined marketing as the act or process of … Continue reading

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Are you treating your clients as hot new prospects?

After months of trying to get their attention, you finally get your foot in the door. Then, after dozens of strategy sessions and tons of analysis and research, you’re sitting in the front office waiting to see the CEO. If … Continue reading

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Sweatshop or sweetshop?

After hauling away several loads in the family automobile (ideally sized for New York driving), I concluded that downsizing could be a whole lot easier if we “up-sized” the family vehicle to one capable of transporting more and thereby reducing … Continue reading

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It’s all about the experience

You cannot begin to imagine my excitement when a sign went up on one of the storefronts in our neighborhood proclaiming that a store selling candy and frozen yogurt was coming soon. (Forget the candy, but love that frozen yogurt.) … Continue reading

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Here’s the podcast from yesterday’s interview

Radio interviews are always a lot of fun for me. But this one was especially fun. Patricia Raskin and her co-host Mary Anne Snow jumped right in with great questions about my book and my Extreme Marketing Makeover process. I … Continue reading

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Michigan Business Network wanted to talk marketing

I had the pleasure of being interviewed by Tiffany Dowling and Taylor Kelsaw this past Monday on Michigan Business Network’s Marketing Monday segment. It was a fast 12 minute interview and lots of fun. Tiffany and Taylor have a knack … Continue reading

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Do you have customers or clients?

In business, the words “customer” and “client” are often used interchangeably, but the way I see it, they really aren’t the same. A customer patronizes our business, buys our products, or uses our services. Think of your relationship with the … Continue reading

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