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 […]
No matter your political persuasion, it's hard to disagree the economy isn't pumping along the way most business leader's wish.
Things could be tougher, but many companies are feeling the slowdown. In many markets, money is in short supply, purchase decisions are delayed, upgrades are put on hold, and prospective and existing customers increasing espouse the […]
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, […]
There are many parts to a successful B2B lead generation campaign – profiling the contact is the most important. But there are two physical elements we need to look for, continually evaluate, and monitor for results in the copy of our campaign – offer and call to action.
In this case, copy includes sales letters, phone […]
The first step in fixing a cash flow problem is correctly diagnosing what’s causing the pain. Once you know the underlying cause, a solution can be put into action and a long term problem can be avoided.
You may need to do the same things in the near term to boost cash this month […]
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 […]
Customer loyalty is important to a business because of the predictable and stable revenue associated with it - loyal customers spend money and refer more new sales than non-loyal customers. And repeat revenue is generally higher margin than new customer revenue. An added benefit for many businesses in the fact greater repeat revenue lessens the […]
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 […]
Something hi-tech marketing and sales people in particular love to talk about is their product and service seeds-feeds-features-functionalities. These are the numerous things bulleted on datasheets and technical bulletins. And they’re the things a prospective customer cares little about…unless you let them.
It’s true. Customers don’t want to buy whatever physical product or service you sell. […]
Not long ago I overheard two businessmen speaking. One guy repeatedly reminded his colleague of his near 30 years experience. The conversation became comical as longevity became the basis for being right. One man had 30 years experience, the other 20. An extra ten years on the job makes you smarter than the other person. […]