Show Season
Show season is starting soon. Are you ready? You should be! Don’t get caught a day or two before your show, scrambling around trying to get ready. Lets face it, shows are expensive and time consuming. You don’t want to … Continued
You Are the Image You Project
The vast majority of companies in our industry are relatively small. And believe me, there is nothing wrong with a small business! Small businesses are dynamic, quick to adapt, and don’t have massive bureaucracies to deal with. But not all … Continued
Always Ask for Referrals
In these challenging economic times, we are always looking for new customers. Lets face it, existing customers are being hit by spending freezes, or are even closing down, so the only way to maintain or grow our sales volume is … Continued
Market Share or Profit. Which Would You Choose?
I recently read (Tech Crunch, November 11, 2009) that Apple earned 1.6 billion (US) profit in the last quarter from their iPhone sales, passing market leader Nokia. Nokia earned 1.1 billion (US). I guess that came as no big surprise … Continued
Are You a Hunter or a Farmer?
My good friend Joe Mattea, from the ILLICA Group, told me that there are two types of sales people: hunters and farmers. I have found this to be true, and moreover, there also seem to be Hunter and Farmer sales … Continued
Nobody Sends Hand Written Notes Any More
There is no denying that e-mail and text messages have made it easy to keep in touch. But electronic communications are so impersonal. Nobody takes the time to send a hand written note any more. And that’s why a hand … Continued
Always Carry a Camera
I’ve said it before on this blog, a picture is worth a thousand words. That’s why I always carry a camera with me. Consider the many ways that a photograph can be useful for sales or marketing purposes. Sometimes a … Continued
Why You Need Your Own Data Sheets
Do you rely on your vendors to supply data sheets? For may of us, our catalogue is a collection of vendor data sheets. The data sheets on our web site are just copies of data sheets provided by vendors, with … Continued
Why Hire a Marketing Consultant
So why would you spend good money to hire a consultant? Well, it could be a very cost effective solution for a number of problems. So what is a consultant? A consultant is an individual or company that offers their … Continued
Marketing is Not a Dirty Word
It worries me when I hear well meaning folks in our industry knock marketing as being somehow “dirty”, as in “a dirty trick”. True, ours is a technical business, and most of us are justifiably proud that our focus is … Continued