There is an odd mix of components in this title, but I WILL tie them all together.

Why is there a line out the door for Jeni's Ice Cream? Many people love ice cream, and they have great ice cream, but many businesses sell ice cream. Jeni has a “brand story" to tell, and she tells it very well. It's being told in part on their napkins.

Those who are in the promotional marketing industry accept that it's a commodity business with many suppliers a...

An informative discussion came up in an industry forum with an issue that has impacted almost all distributors at one time or another. A distributor invested time and effort in researching and providing options for a client’s holiday gifts. Much to the distributors surprise the client/prospect took these ideas and went to another vendor for a better price. This is very frustrating.

Many comments were made, from charging the client/prospect with upf...

What is the definition of CLM (Customer Lifecycle Marketing)? 
A customer lifecycle is a term used to describe the milestones that occur during the sales process and the span of a customers relationship with a brand.

Why is this important?
When you have a clear understanding of the sales process and knowing which step your customer is presently on, you’ll target market more effectively with practical information.  You will efficiently navigate your...

Do you remember the last time you went trick-or-treating? For yourself, I mean—not with your kids! I have to admit that I don’t. But I do remember the first year I didn’t go. I was in my early teens, and I was very sick, to the extent that I couldn’t even answer the door to hand out candy. I remember thinking, “It’s OK; I’ll go next year”—but I didn’t. At some point between that year and the next, my peers (or my mother) decided that we were just...

Let me tell you a story.

This one’s more of a fable, really. Call it, “Full of Facts, Full of Wisdom.” There once were two salespeople, Sam and Dana. Sam knew everything there was to know about the product—how to get the best deals, which items came in what colors: Sam was a walking catalog. Dana knew everything there was to know about their customers—why they were buying, who their target audience was: Dana had figured out how the products fit int...

“Palms are sweaty, knees weak, arms are heavy.”
Eminem wasn’t rapping about outbound phone calls but the symptoms described can be just the same unless you’re prepared.

Those symptoms will either hinder your sales activity or energize your performance.  In this article, we’re going to look at the necessity for phone calls in sales and how to overcome our fears of rejection and failure that feed our sales performance.

In today’s age we have beco...

Spring has sprung! Now that we’ve passed the official first day of spring (March 20 this year), minds are turning towards opening windows, airing out houses, and scrubbing floors. After the stuffy suffocation of winter, many people look forward to spring cleaning as a way to bring fresh air and sunshine back into their lives.

But spring cleaning doesn’t have to be restricted to the home. When is the last time you conducted a thorough spring cleanin...

I’m not suggesting you need to learn a foreign language, what I am referring to is learning your clients vocabulary tendencies and professional lingo to better understand their mindset along with their industry pitfalls and challenges, opening the door to more opportunity as a solution provider.

In your everyday conversations with customers and prospects alike it’s imperative that you’re paying attention to the type of language they’re using and as...

It’s great when we can see the impact a simple promotional product can have. For Easter, my church takes over our local college stadium. On Good Friday, we bring in a prominent worship band, Saturday is "PrEaster," with bounce houses, slides, and games for kids. Sunday is Easter where we serve a continental breakfast for two to three thousand people before the service. 

Our senior pastor was in corporate marketing before becoming a p...

Losing an order is your best opportunity to show how great your service is.

Makes no sense? Then try this.

After losing an order to someone else that may have offered a lower price, wait until the day the order is supposed to be delivered and call the client. "I know I didn't get the order, but that's not what matters. I just want to make sure the items you ordered were delivered in good shape, look good for your purposes, and that all is going well...

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