You went all-out to get the sale. You prospected, cold-called, followed up, presented, and modified - but the prospect still went with someone else. Losing a big one is tough,
A professional conference or seminar can be well worth the time away from the office if you take the right approach. Here's how to turn your next professional meeting into
If your customers do not perceive the value in what you are selling, they will most likely buy from your competitors. Focusing on the "drivers" that influence your customers' perceptions
A guarantee isn't a gimmick; it's the portal to improving customer relations. When your company has the courage to promise absolute satisfaction or give customers their money back, you differentiate
If you use direct mail to market your products or services, you already know that a postscript at the end of your sales letter is a must. Most people will
There's an unwritten rule in every industry that says "We all go to market the same way." It's a dumb rule and I've been preaching against it for 35 years.
Last Saturday, I jumped in the truck, turned on the radio, and there he was... the local DJ with the used car dealer urging me to "Come on down right
When speaking to groups on innovation and creativity, I always ask the question, "Are you creative?" Typically, about 25% will say "Yes." Here's a little known fact: Everyone is creative. Yes. That
I love Bose. The company produces amazing sound and long ago set the standard for innovation and quality in the world of audio. I love my Wave Radio so much
If you want to start a revolution at your next staff meeting, grab a marker, stand up, and announce, "Okay everyone, we're going to be innovative today. We're getting outside
