Back in the day (“OMG, here he goes again…”), door-to-door cold calling was acceptable, doable, and almost a rite of passing. I can remember walking up one side of the street and down the other, banging on doors and peddling my wares (“Let me guess, it was uphill both ways, right?”). No more. Today, there […]
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Good morning!Suppose you were talking to a friend who had just seen a movie that you are considering dropping 10 bucks on and you asked, “How was it?” I think you’d agree there is a huge difference between hearing “It was good” in an enthusiastic tone versus hearing “It was good” monotone. One answer makes […]
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Consumers are no strangers to the post-service survey. An email arrives after the fact requesting a few minutes of your time to answer a few “scale of 1-5”-type questions about how things went. While a good idea, I always have the feeling that no one is paying attention to the answers. You should. Salespeople, one […]
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Good morning! Ever heard of Lester Wunderman? Neither had I. But now that I know him, I thought I would put out a Short Attention Span Sales Tip in his honor. If you are in the print and mail business, you owe Mr. Wunderman a debt of gratitude, too. In 1939, at age 19, Lester […]
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Good morning! I was talking with a label sales rep about digital printing. He told me about his equipment we talked about his transition from traditional legal production. When I asked him about profit margins, a slow and satisfying smile grew until I was looking at a 6’3″ Cheshire cat, one whose profits are 5x […]
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Suddenly, vertical markets are all the rage. I find myself in conversations about them more frequently than ever with both customers and vendors. This is good news for me because I’ve got lots of deep research to offer, but I also want to pass along my advice for the best vertical market for you to […]
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Good morning! Salespeople… You talk too much. You need to listen more. That’s all.
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A rare event occurred last week. A PR agency in New York promised to set up an appointment with an executive regarding the book I wrote … and then did. She followed up. She did what she said she would do. She actually did. And the crowd went wild. It sounds like such a simple […]
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Good morning! It came like clockwork. Every Friday an envelope would arrive addressed to me and written in familiar handwriting. It was from my mom. Inside could be everything from a comic strip to an article, carefully cut out and lovingly mailed. We used to tease mom and dad about this habit and it even […]
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