On Marketing in a Down Economy (Dallas, TX)
Conventional wisdom dictates that marketing and a good sales effort are the last things to cut during a downturn in the economy. Conventional application suggests a lot of businesses didn’t get that memo.
Economic downturns are accompanied and fueled by fear. Fear puts on the brakes. Marketing is viewed as expendable and is often the [...]
What Prospect Traits to Use to Select New Accounts? (Dallas)
Just answered a question on LinkedIn about what characteristics a sales rep should look for in selecting potential new accounts. Aside from the usual profile traits: gender, location, age, income, industry codes and such this is what I offered up:
1. Are they “nice” people? ( I send the mean ones to my competitors.)
2. Is there [...]
When To Charge More For Value (Dallas, TX)
The inherent value of something is assigned by each of us and is based on how badly we want or need it. For example, if I told you I’d give you $25 dollars if you’ll make a pot of coffee then the value of that pot of java is…$25 dollars. Up the offer to a [...]
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