Marketing and Sales on Ulitzer
If you are a small business owner, or know one, or will one day be one, get
this book. It’s awesome. You’ll learn a lot, it will save you heartache,
and you’ll get business and make money.
OK. Now let me give you the details. Eric Wolf and Stephanie Frost have
written an important book: Marketing:Unmasked – insider’s tips & tricks
for small business marketing. It’s a very clear, very thorough romp (filled
with activities, ‘to-do’ stuff, etc.) through social media offering
high-level information on necessary topics that business owners need to know
to be successful in this market and economy. It is meticulous and
simply written – one of those rare books that says exactly what it needs
to say without fillers, yet playful enough to be enjoyable. As an author
myself, I was touched by the elegance of the writing. It will teach you
how t... (more)
I’m going to ask you a few questions. No answers today. Just questions you
may want to answer for yourselves.
How will you know that the content you are providing is the appropriate
content for your prospect base?
What skills do you need to have in addition to the ones you already have, to
ensure that the right folks find – and purchase – your solution?
What do you need to do differently to ensure that the right prospects know
how to differentiate you from the competition?
How will you know that one strategic plan would work better than another?
How do you know what level of conte... (more)
NOTE: Due to the holidays, we are reposting favorite posts. Original posts
will resume January 5th.
I don’t know about you, but when I get long emails my eyes go running
around my head. Too many words for me to take in during a busy day when I’m
sure I’m suffering from some form of ADHD as I try to multitask beyond
human capability. So I ask folks to please, please, puLEASE not send me long
But they do anyway. And then they get mad when I don’t read them –
especially when they’ve written something personal. They actually expect me
to put down what I’m doing and read a o... (more)
Why is a 90% failure rate ok? is a post from: Sharon Drew Morgen
The sales model builds in a 90% failure rate and we expect that! We build it
right into the entire system: We hire 10X more sales people to get the
results we seek, we expect and get 50% longer sales cycles than we could be
having, we face objections because people are responding to the sales model
itself, we lose clients we shouldn’t lose. And we consider all of this de
What a waste – not only for sellers, but for buyers.
This doesn’t need to happen. Sales is just an incomplete model that we’ve
accepted as... (more)
People are getting confused about the terms buying decision journey, buying
path, buy-cycle, helping buyers buy, and buying decisions. Using a case
study, let’s look at how a real buying decision happens.
When I began using the terms in the 80s my meaning described a change
management process to lead buyers through their
non-solution/non-need-related, behind-the-scenes internal and
political issues that enable all who touch the solution to buy-in. Lately
I’ve noticed the terms applied to the sales end of the buying decision –
that 10% of the buyer’s journey that manages the p... (more)