Attention Long-Time Customers: We Don’t Care About You How many times have you seen the words new customers only? I can’t think of a business tactic that is more idiotic. It’s really like slapping your loyal customers right in the face. Hard. Remember this: your current customers are your best prospects. Treat them accordingly. Why […]
Sales and Marketing
The CEO’s Role at Client Meetings
It’s a beautiful thing when you have grown your business to the point where you have employees that do the heavy lifting like selling and client management. Of course for most businesses, the CEO still has to (and should) get involved with clients. Like many CEOs, I used to feel that I had to do […]
Forget Big Data. Think Low Hanging Fruit
There is a lot of mention of “Big Data” in the media. Big Data refers to the data that companies have on their customers. Big, enterprise size companies have all sorts of stuff in various company databases- some good and some crap (think file boxes stacked up in the old days). There is no question […]
A Great Sales Book
I’m a huge fan of Jack Daly. Jack’s the real deal. He built six very successful companies, some of which have landed on the Inc. 500 list multiple times. He has hired and led thousands of salespeople. I’ve had the fortune of seeing Jack speak several times and even hired him to speak at a New York Enterprise Report event. I […]