ACCELERATE YOUR SALES

By

The wind flowing through your hair (yours, not mine) as you descend Mt. Lemmon either on a bike or in a nifty convertible or the roar of the rapids as you maneuver the canoe through the white water. Pretty cool feelings if you’ve ever done either. Is that the same feeling you get when describing your new business sales process? Yeah,… Read More »

[FREE Infographic] The World Gone Mobile

By

According to Nielsen, smartphone share in the United States has grown from just 18% in 2009 to 62% of all mobile phones in 2013. And between July 2011 and July 2012, the number of mobile web users grew by 82%. Did you know that 75% of Americans admit to bringing their phone with them to… Read More »

TAKING A MINORITY POSITION – SAFEGUARDS TO CONSIDER

By

If you are presently outsourcing a reasonable amount of business that is not a core market for you, you might want to partner with a company who does focus on this market. Partnering may mean making an investment in the partner company and becoming a minority shareholder. Some items you should consider before making this… Read More »

The Nancy Drew

By

I was watching some early episodes of Seinfeld recently, which were first broadcast in 1991, and what struck me (aside from what a great show it was) was the fairly “archaic” communication technology they (we!) all used at the time. One episode centered around George’s trying to retrieve an answering machine cassette tape (a what?)… Read More »

Comcast Bills Call Customers Nasty Names

By

Your client’s customer database — its most precious resource. Used for invoicing, customer communications, and as a critical source of data for their marketing list, the customer database is your client’s lifeblood. How easily can it be compromised? A recent Comcast horror story shows just how easily. One customer, Mary, continually had trouble with her… Read More »

THE STATE OF OUR INDUSTRY: IMPROVED BUT FAR FROM TAKEOFF SPEED

By

In a few weeks we will publish our annual State of the Industry Report. The report describes our industry’s performance as improved but still far from “takeoff speed,” or those consistently healthy gains that lift prices and margins. Among the key results: Sales have now increased three consecutive quarters, by an average of 2.4% per quarter, our… Read More »

Superbowl Ads Prove Repeated Exposure Works

By

Encourage your clients to take a lesson from Superbowl advertising. According to Neilsen, when viewers were exposed to a Superbowl ad during the pregame, as well as during the game, that ad scored higher on likeability. Viewers were also more likely to remember the ad correctly. That is exactly the response your clients want from… Read More »

The Time Management Centerboard

By

Sailing itself, while detail oriented, is a simple concept. So is Time Management. There is preparation and planning and there’s execution. What occurred to me as I was splashing through Duxbury (MA) Bay in a Marshall 15 is that my sailboat moves when the wind pushes it, but the direction is determined mostly by the… Read More »