Top Secrets Of Promotional Products Sales

We got some good feedback last week regarding our topic, How to Penetrate Large Accounts. In it, I provided a simple framework for using referrals to spread yourself throughout a large organization like a virus. This week, we’ll discuss three reasons why following this strategy and fully penetrating every large account you work with is […]

This week, a long time client asked me a question about penetrating large accounts. He was talking about how they’re currently working with one location, trying to penetrate a second and then realizing that there are actually many more locations. So the question is “what’s the best way to penetrate a large account?” Many of […]

Everyone knows that if you over-promise and under-deliver, it kills your credibility with clients. But what about the reverse? What if you under-promise and over-deliver — giving them more than they expected or were promised? Sounds like a good plan, right? But delivering more than what’s promised often comes with it’s own set of issues. […]

In our last episode, we discussed the fact that there are more ways to reach people now, than ever before. As a result, we’re all bombarded and it’s harder to get a response. In this episode, we’ll continue our discussion on Monetizing Your Message: Crafting Communication that Sells with a look at the direction of […]

One of the biggest issues that sales professionals are dealing with these days is the inability to get a response. “People aren’t answering their phones, people aren’t responding to my emails, people aren’t returning my phone calls, I waste lots of time on social media with nothing to show for it.” All of these issues […]

In our last episode, we talked about the fact that in sales, there are times when making more calls can actually do you more harm than good. Particularly, when we’re saying the wrong things, targeting the wrong businesses or approaching the wrong people. Each of these situations is symptomatic of the same problem: untrained or […]

“Sales is a numbers game,” they said. “Make more calls and you’ll make more money,” they said. “Keep smilin’ and dialin'” they said. They said a lot of things, but who are they, anyway? Is sales really a numbers game? Will making more calls always increase my sales? Here’s my take on it. Yes, sales […]

I’m here, I’m there, I’m everywhere! Just back from the PPAI Expo in Las Vegas and getting ready to conduct four training sessions later this week at the ASI Show in Dallas. If you’re coming to the show, I hope you’ll attend one or more of my sessions and be sure to stop by our […]

Welcome to this Special Government Shut-Down Issue. Today, I’m making the announcement that starting at 12 noon today, all non-essential personnel in my business are to be furloughed. Laid off. There will be no exceptions. Oh wait a second, all the people in my business are essential. Are yours? Every few years our federal government […]

It’s Expo Week. So if you’re in Las Vegas for the PPAI Expo, be sure to stop by Booth #3762 and pick up a free copy of my training program “How to Compete with Websites, Local Competitors and Price-Cutters.” And even if you’re NOT in Las Vegas, be sure to stick around for a few […]

It was great seeing so many familiar faces last week at the ASI Show in Orlando. What a nice way to start off the new year. The weather was colder than expected, but the training and the attendance were hot, hot, hot! I ran into a lot of people I’ve known for a long time […]

Happy New Year! Welcome to the first podcast of 2018. I hope you enjoyed the holiday season and are ready to get your year rolling and off to a great start. The holidays are over and it’s time to start selling! It’s trade show season! This podcast is being posted on January 2nd and I […]

So here we are with the last podcast of 2017.  Just a few days left in the year and I’m back with a few recommendations on how to make them count! This podcast is being posted on December 26th, the day after Christmas. I feel hungover and I wasn’t even drinking. What’s up with that? […]

It’s the holiday season and this week I stopped by my local Walmart to pick up a few things, and as I was walking in I noticed a Salvation Army volunteer standing in front of the store ringing a bell, encouraging people to drop money into a red bucket. And it made me wonder… how […]

If you’re not accomplishing everything you want in your business or sales career, take a look at your to-do list. If you’re like most people, you’ll find it’s not the things that are on there that create the problems. It’s the things you haven’t been able to get rid of. Many people in business are […]

Last week we discussed the importance of procedures in our sales process and I mentioned the fact that a procedure is a series of steps or actions that are taken in a certain way, in a specific order, to ensure the best possible result. This week, we’ll take a look at some of those actions. […]

When I’m consulting clients, I frequently quote the line “failure is not an option” from the movie Apollo 13. It’s a mindset worth adopting. In this podcast we’ll discuss the importance of procedures in sales and how they lead from failure to success. One Friday night, I was watching Apollo 13 with my kids, and […]

It can be tempting to acquiesce when clients beat us up over price.  However, it’s rarely a good idea to give in. Did you ever have a prospect who really worked you over on price? If you’ve been in this industry for any length of time, you’ve probably had a lot more than one. Fun, […]

Starting out with your strategy for growing sales and profits… When it comes to growing your business, there are strategies and there are tactics. And this question is designed to deal with your strategy. What is your strategy for growing your business? Do you have a strategy for growing your sales and profits? Generally speaking, […]