Your Marketing Plan Matters

The Importance of a Plan Recently I have been working with a couple of different companies on marketing and business plans.  This morning, while preparing for a two day meeting with a security software company in Florida, it occurred to me how important it is for every sales person to have a plan in place […]

This is NOT Consultative Selling…

Selling installation services along with your product is not consultative.  Neither is training, RFP responses, fulfilling orders, or selling to those who already know what they need.  Most of these things are sold on price alone.  There may be a hint of existing customer loyalty, but in today’s economy, don’t expect that to last.  If […]

What’s in store for 2010?

Growing up, on New Years Day, my father would always say, we’re starting at zero today.  In other words, last year’s revenue doesn’t matter, what matters is, how will our business do in 2010.  It’s often said, dwelling on past success sometimes leads to future failure.  However, if you’ve taken some of the advice I’ve […]

Black Friday

Everyone’s watching the numbers, predictions continue to say the recovery is on, and shoppers did spend over 4 million this past weekend…however, don’t be fooled.  No one knows what the economy looks like in the coming year, and shopper’s spending has nothing to do with a consulting company’s success in 2010.  In past years, you […]