How important is my business location?

Business location for Flower Room Retail Shop
Realtors have a saying that probably everyone in the Western hemisphere has heard: “Location, Location, Location!”

Typically, that saying applies only to home ownership because the proximity to schools, shopping, and work is extremely important when one is choosing a place to live.

However, if location is merely important, or nice to have, for homeowners, it’s life and death to some businesses. [Read more…]

What Are The Benefits of Marketing

So there I was asking myself if this was real life.

The prospect I had just called and pitched said, “Mike, I don’t advertise in magazines.”

“Who said anything about advertising in magazines?” I said.

To which he replied, “well, you said you do marketing.”

Huh?
[Read more…]

The Psychology of Sales and Marketing

Black Friday Discounts
Marketers are getting advanced. Back in the 60’s and 70’s they simply put out messages and tried to make them clever or funny. That was success at the time. They had no clue about the psychology of sales and marketing.

Not anymore however. Now days, marketers not only know the results their marketing generates, they know the emotional hot buttons they are pushing and they know how you will likely respond to them. [Read more…]

How to Set-up A Sales System and Sell with Insightly CRM

Insightly CRM Sales System Set-up

I’ve been helping and teaching business owners, sales managers, and salespeople how to set-up a sales system(s) for their businesses for the better part of 10 years. In the last couple of years sales automation, using CRM’s, and marketing automation have become very popular, and businesses are trying to take advantage of them. Salesforce is the obvious choice as a CRM for salesforce automation, and they led the field in building awareness for SaaS tools and using the cloud for business.

The truth however, is that salesforce is a complicated beast. It’s true that through add-ons and assorted tools and other SaaS software that integrates with salesforce you can achieve and create amazing sales and marketing processes. [Read more…]

What is a Sales System

I’ve been reading sales books for 25+ years. Wow! That sounds like a long time! Doesn’t feel like it though.

Anyway, some sales books talk about sales systems, but not one ever told me how to actually set one of those things up. You think Frank Bettger in “How I raised myself from Failure to Success in Selling” showed you what to do each day? Did Og Mandingo tell you how to pick up the phone and handle anything? When you learned to swim with the sharks, did you learn how many times you would need to call someone before they would answer the phone? Finally, while you may have heard all kinds of stories about the redhead and realized that a lot of the time you were guilty of “stinking-thinking” did Zig ever tell you what to do today to get more business?

I love every one of these guys. I cut my teeth on their information and they have pumped me up when I needed them. But you know what I really wished I had when I started out? [Read more…]