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Category: Sales

Strengthen Sales & Marketing with a Messaging Toolbox

September 6, 2012 by Akira Hirai


Sales Marketing Messaging Toolbox

You know that smart and strategic marketing is critical to your business success. But one of the surest ways to waste money and weaken your brand is to recreate your marketing from scratch every time. When you shoot from the hip, you create inconsistency and confuse your target audience. The solution is to create a Messaging Toolbox for your business. A critical component of all small business marketing, a good Messaging Toolbox will save you time, unify your marketing efforts, and strengthen your brand. What is a Messaging Toolbox? A [Read More]

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Close More Sales by Wearing Your Customer’s Shoes

May 4, 2012 by Akira Hirai


Close More Sales by Wearing Your Customer’s Shoes

Entrepreneurs and sales professionals often think that in order to close more sales faster, you need to focus on refining the sales process. Today’s customer, however, is wary of “being sold.” A better way to improve sales is to spend more time viewing the buying process from your customer’s perspective. In Slow Down, Sell Faster!, sales expert Kevin Davis explained that the largest single mistake sales professionals make is trying to close the sale too early. They arrive at the end of their “pitch” just as the customer is barely [Read More]

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5 Steps to Customer-Centric, not Company-Centric Sales

December 7, 2011 by Marty Zwilling


Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy

Entrepreneurs always work hard to create an innovative product or service, but often count on standard seller marketing for sales. But the reality is that sellers are no longer in charge of the customer buying process. Recent reports [Edit: the report no longer appears on the chiefmarketer.com website] suggest that 90% of today’s shoppers skip marketing pitches, to research online before they buy, and over 50% check user reviews before making a decision. The Internet and smartphones have changed everything. Kristin Zhivago, in her new book “Roadmap to Revenue,” makes [Read More]

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Learn to Sell to Achieve Startup Success

August 26, 2011 by Marty Zwilling


The Effortless Yes: Demystifying the Selling Process

A good entrepreneur is not necessarily born a good salesman. In fact, they are often the opposite, more focused on building things rather than selling them. Yet, in today’s world of information overload, marketing and selling skills are critical to the success of every startup. The alternative “If we build it, they will come” approach has long been relegated to the field of dreams, after Kevin Costner’s movie by the same name. In my own effort to keep up with the times, I just finished a new book by Julie [Read More]

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12 Ways to Put the Customer First

May 14, 2011 by Marty Zwilling


12 Ways to Put the Customer First

I deal often with early-stage startups, and many of these don’t have any customers yet (but wish they did), so it’s not surprising they still don’t think of customers as their friends. More disturbingly, others do have customers, but the customer service program consists of an informal focus on “problems,” rather than a proactive effort to establish a positive relationship with friends. The right time to put a formal customer service program in place, with measurements, is before the first sale of your product or service to a customer. You [Read More]

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Empowered Customers Are Earned, Not Sold

April 18, 2011 by Marty Zwilling


Empowered Customers Are Earned, Not Sold

You can’t succeed in your new startup if you can’t win customers, and the new Internet-empowered customers are tough. They are in control, and they no longer care where or from whom they buy. They do have a specific purchase progression with key milestone moments that determine your win or loss outcome in every transaction. I agree with the premise in a new book by the widely respected expert on business growth, Robert H. Bloom’s “The New Experts,” that today’s customers are armed with three lethal weapons – instant access [Read More]

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The Art of Outselling Your Competition

August 27, 2010 by Marty Zwilling


The Art of Outselling Your Competition

A good entrepreneur is not necessarily a good salesman. In fact, they are often the opposite, more focused on building things rather than selling them. Yet, in today’s world of information overload and global reach, marketing and selling skills are critical to the success of every startup. The old axiom “If we build it, they will come” has long been relegated to the field of dreams, since at least 1989, with Kevin Costner’s movie by the same name. In my own effort to keep up with the times, I just [Read More]

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