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Woody Allen was attributed with the quote – “eighty percent of success is showing up” but I would add that in marketing it’s all about following up.

follow-upMost marketers get that at the most basic level – you send out a mailing, someone asks for more information, and you jump on the phone and try to sell them something. Read More

Here's an email I received the other day. It illustrates how not to sell via email (and is included here exactly as I received it):

MY NAME IS MARC BATKE I LIVE IN CALGARY ALBERTS CANADA.I WORK WITH ONE OF THE TOP INVESTMENT BANKERS IN THE COUNTRY HIS NAME IS KURT SOOST. WE ARE CREATING A #1 SALES PERSON NETWORK IN DIFFERENT Read More

It's a competitive world out there for sales professional, you need to make the most of every opportunity. So don't be soft or laid back, stand up, assert yourself, make your presence felt, and lead the sale, it's not a game for wimps.
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Salespeople represent their company’s brand as well as their own. They must behave and act in accordance with the values and meanings of those brands. Their ability to walk the walk makes and keeps clients. Acting inconsistently with those brand promises is a fast and certain way to lose clients. Read More

If your customer is your real friend you will want him to make money — and salespeople can’t make money unless the customers do. Read More

Think verbal communication is the only necessary skill in sales? Think again! Author Ralph Allora discusses the need for excellent written communication as well. Read More

My take on Ogilvy’s World’s Greatest Salesperson contest. It isn't a service to salespeople. It isn't good for Ogilvy. It could have been done better. Read More

There is no reason to wait for the calendar to change to reinvent yourself. But there is also no reason to miss an opportunity to take an inventory of what beliefs and actions no longer serve you and what you might replace them with to generate greater results. Read More

Why do sales people have such an intense desire to do things their own way?

Where do leaders draw the line? How do they distinguish between the times when they should give their people some space and when it’s time to reign them in? Read More