Are You Selling to Phantom Buyers?

Imagine you’re running a retail shop. Twenty or thirty times a day, your front door opens and the entry bell rings “ding-ding.” You trace the path of depressions in the carpet and see products shuffled around your shelves. Most of these journeys through your store end with an invisible departure. This is what internet marketing looks like. Marketers view internet analytics and see which … [Read more...]

Pistachio Nuts and Sales Opportunities

Sally and I love pistachio nuts. We always race for the meaty ones bursting out of the shell. They’re the easiest, best tasting, and give the most for the least effort. When the best picks are gone, we fish through the bowl and pick the promising nuts. They take a little more work for a little less meat. Finally, only the tough nuts are left, the airtight sealed nuts that take more work. Out … [Read more...]

Timing is Everything – Sales Strategy

Whenever I needed money, my dad’s no took the form of there’s a time and place for everything sermon followed by now is not the time or place. I rarely got any money, which is one of the reasons I went into sales. My poor sense of timing transferred to the early part of my sales career. What I learned about timing at 21, I later taught our children. They learned to wait until I was comfortable. … [Read more...]

Are We McSelling & McMarketing?

Is the quality of sales and marketing suffering at the expense of quantity? Balancing automation and metrics with customer centricity is the challenge of the decade. The quality of business relationships have become limited by volume-induced time constraint. Henry Ford’s assembly line that delivered affordable quality automobiles in high quantities was brilliant! McDonald’s assembly line … [Read more...]

Are you throwing small fish back?

The National Council on Alcoholism called us to have a gavel engraved. The president of our company told me to grab my attaché, jump in a cab, and help them out. "Stu, we don't engrave gavels," I said. "We will for them. Just go, I'm paying for it" he exhorted with his guruish smile. It was 1975. I was 21 and in my 4th year of learning to sell in the NYC Sales School of Hard Knocks. Our … [Read more...]