Tag Archives: Growth

How Your Story Becomes Your Brand

A promising young business launches, ready to revolutionize its space! Rushing to get to market, it experienced an epic fail at firmly establishing its branding. Recognizing the priority of generating awareness, finding customers, establishing new operations, and paying bills, the … Continue reading

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You Had One Job! – Niche Development

A newborn baby enters the world, gets smacked on the bottom because it needs to start breathing immediately. New business ventures launch in an identical fashion. The newly birthed enterprise immediately demands revenue which only results from aggressive sales activity. … Continue reading

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Marketing is Strategic, Selling is Tactical

When business leaders’ conversations turn to marketing, hands begin to wave, voices start to rise, glances reflect skyward as speakers desperately seek to communicate clarity and grasp understanding. Quantitative professionals will introduce algorithms and statistics trying to calculate causal relations … Continue reading

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Selective Selling Is Storytelling

Imagine a sales professional is granted one customer for the entire year. Who does she select? Is it the market leader? The prospect with the biggest budget? The deal where she has invested the most time and energy? No. No. … Continue reading

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Progressive Selling is Storytelling

Sales professionals love commissions! Moreso, they love long-term deals that continue to deliver commissions. If business-to-business sales reflected the movie business, sales professionals would only want to produce sequels. Consequently, success requires storytelling talent that have prospects anticipating the next … Continue reading

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Effective Selling is Storytelling

Once upon a time a great ad in the Sunday newspaper and a superior location on Main Street was the secret to a successful business. Welcome to the future! Now, successful sales growth requires connecting with your audience, identifying key … Continue reading

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You Got Any Partners?

A popular undergraduate introduced his latest girlfriend to his best friend. After the girlfriend exchanged pleasantries and passed the best friend’s eye test, he smiled broadly at the young lady and enthusiastically asked, “You got any partners!!?” The eager buddy … Continue reading

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