Do you have a Standard Operating Procedure for Kindness in your office? My name is Marjorie, and I've been the Office Manager for First Direct Corp. for over 16 years. Recently, I’ve embarked into empty-nester (both my children are graduated from college and starting their own lives), so I started...
Category: Sell More
Spoken Word – Using Voice-to-Text to be More Productive
I spoke this article ... I want to tell you about a way you can be more efficient and do a better job tracking notes that you need to take following a call or a meeting. Not everyone is a good or fast typist. But we know it's important to...
13 Years and 12 Proposals for the Same Product Sale
Today my firm closed a sale that took us 13 years and 12 proposals to close. It was the same CRM product the entire time. The prospect ultimately purchased the same product that I first proposed in 2004, 13 years ago. Along the way, I demonstrated the same product...
5 Ways to Use Your CRM Software to Build Trust
Cui bono? This famous little Latin phrase means, “Who benefits from this matter?” Our instincts generally tell us that people will place their personal self-interests ahead of others! If the consumer does not recognize a link between their self-interests and yours, it’s harder to gain their trust. The key to...
14 Lessons for More Profitable Lead Management
Sales is the life blood of business, and new leads are the life blood of sales. An organization's effectiveness at generating and handling leads will greatly determine whether it is profitable or failing. Here is my list of 14 ways your organization can better handle its lead generation and handling...
Dirty Data is the Enemy of Marketing
How much do you value your house file and all the information it possesses? If it’s high on your list of most valuable assets, then it’s worth considering what you can do to preserve and enhance its value. Marketing directors know all too well the problems they face when data...
The Best Salespeople Ask the Best Questions
Would you like to know a simple and inexpensive communications technique that is powerful enough to dramatically increase sales? Would it interest you even more if you could use this same method to greatly improve all your relationships, from your customers, to your employees, and even your personal relationships? This...
Many Business Owners Are Playing the Wrong Game
Many businesses approach their marketing like one goes bowling. Bowling is a game of skill, not strategy. In each frame and with every roll the objective is the same - knock down all the pins. Marketing is more like a game of chess, involving strategy and multiple tactics (tools). A chess...
Four Laws of Communication
In the world of direct marketing, Herschell Gordon Lewis is without peer. Nobody has written more books. Nobody has written more articles. Certainly nobody is more respected. He is quite likely the world's best-known copywriter. So when this man makes a "Law" regarding communications you'd best know it and respect it....
12 Ways to Increase “Selling Time” . . .
Increase Selling Time + Accelerated Sales Process = Big Increase In Sales! I remember a seminar/workshop that I attended nearly 20 years ago. The primary message that stuck with me all this time is this: "Sales people should sell, and everybody else should do everything else." The premise of the...