Why the Best Need to
Dominate Their Markets
A few weeks ago, I posted a podcast and conducted a live training session in Chicago on the topic of Total Market Domination. Since then, I've gotten a lot of
Why the Best Need to
Selling After the Sale
So what happens after a customer buys from you? "Thank you, have a good day. Bye-bye!" Or are you selling after the sale? If the purchase is the end of your
5 Must-Have Tips For Getting Comfortable With Prospecting
How well does your current prospecting approach work? Are you comfortable with prospecting? On a scale of one to ten, how confident are you that your current approach to prospecting
Paupers Selling Promos
Most people starting out in our industry have no experience selling promotional products. That's understandable. Maybe they had previous experience selling other services like print or embroidery, or maybe they
Are You Being Paid Enough?
In our last episode, we discussed the fact that you can only really build and sustain a profit-focused business if you are consistently creating exceptional value for your customers. But
The High Value/Profit-Focused Business
Recently I was explaining to our Inner Circle and AIM SmartEQP members about how to maximize their revenue within the 3 areas of customer contact, and more specifically, within the
Why Account Penetration Should be Mandatory
We got some good feedback last week in our discussion about account penetration. In it, I provided a simple framework for using referrals to spread yourself throughout a large organization
The Problem with Under-Promise/Over-Deliver
Everyone knows that if you over-promise and under-deliver, it kills your credibility with clients. But what about the reverse? What if you under-promise and over-deliver -- giving them more than
The Intent Behind Your Sales Message
In our last episode, we discussed the fact that there are more ways to reach people now, than ever before. As a result, we're all bombarded and it's harder to