Featured Post
How to Write a B2B Complex Sales Lead Generation Letter That Attracts Sales-Ready Leads
We just finished the 2nd edition of our most popular Special Report on using direct mail in B2B complex sales lead generation campaigns.
Here is where you can learn more about this report: CLICK HERE!
This report, first published in November 2006, was downloaded nearly 3000 times the first 12 months of its release and forwarded to […]
Cash Flow
Solving a cash flow problem with new customers - prudent or foolish?»
This is the second post in a series on the six most common cash flow challenges. In this post I address the challenge of solving a cash flow problem with new customers.
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At a high level there are only two ways to fix a cash flow problem - bring more money into your business […]
Customer Service
Most churn is unnecessary…and deadly to your business»
When I think about the number of services and subscriptions I've canceled or failed to renew over the years, my first thought is how unnecessary it should have been. In the overwhelming number of cases, the company I severed relationship with could have kept my business, if only they cared about my business and […]
Lead Generation
The single best marketing tip I could give someone»
I couldn’t begin to tell you why, but last night I was thinking about the single best marketing tip I could give someone. This would be the best single piece of advice I could give someone to better their story and communication with prospective customers.
The answer was immediate:
Every time you find yourself presenting, speaking, […]
Leadership
The more I think about it, this is the biggest barrier to success»
Many of us can't wait to do tomorrow what we could do today: make a phone call, mail a payment, write a letter, finish a report, enter data, etc. For whatever reason, for whatever rationale, many of us put off the things we know we should do and replace them with busy work that results […]
Sales
Focus is the key to great B2B complex sales management»
The simple problem with most B2B complex sales management is focus on measuring and rewarding the wrong thing, closed sales. Riding your team to close more business is like yelling at a player to run faster. It feels good at some level, but it rarely results in a faster time or more money.
If you want […]