THE WORLD is made up of two kinds of people: those who try, and if they stumble, they dust themselves off and try again; and those who fear stumbling so much that they essentially quit trying. We all know which of the two is more successful in business. President Franklin…
Read moreCONSULTATIVE SALES is a discovery-based approach that puts the sales professional in the enviable role of partner or adviser versus the stereotypical pushy rep looking to close a deal at any cost. The selling philosophy was born in the 1970s and was ahead of its time. In fact, its principles…
Read moreADVERTISING ICON Steuart Henderson Britt once said, “Doing business without advertising is like winking at a girl in the dark. You know what you are doing, but nobody else does.” It seems obvious, but so many business owners believe that if they build their businesses, customers will come without any…
Read moreIF YOU ARE WRITING lackluster headlines, you are wasting your time. Your marketing content will never be read. Too often, headlines seem to be an afterthought, which is a colossal misstep. Copyblogger reported in 2015 that 8 out of the 10 people who see your headline will read it, but…
Read moreIF YOU’RE STILL OPERATING under the advertising principles that worked 10 years ago, your brand equity and customer base may be slipping away before your eyes. In many ways, the strategies that work today are the polar opposites of tactics that worked even just a decade ago. Under the old…
Read moreADVERTISING OPPORTUNITIES are so plentiful that it can be hard to know which method is most likely to generate a strong return. Without a comprehensive advertising plan, you may find yourself making impulsive one-time ad purchases, which are unlikely to produce results. How do you evaluate the various advertising opportunities…
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