Archive for the ‘Sales’ Category

Why I love the SaleHack Conference

April 10, 2014

This week I have been devouring the 2013 Sale Hack Conference feel free to connect with this link to see what I am talking about The premise is put together by Aaron Ross, one of the best thought leaders in sales that I know of. The Udemy platform is a great concept which is a platform for sharing your information either for free or for a small fee.

Now back to sales hacker it is a bunch of people sharing their information and wanting to make the sales process better and giving more to their clients and prospects. Which is a must watch for all.


Looking to add to your bottom line next year? Look to your sales team

December 4, 2013

But not in the way that you are thinking about, ie just telling them to close more leads and to sell more, or better yet to work smarter.

When it comes to establishing high performance sales people and sales teams there are a number of things to make you think, but here are some numbers to open you mind:

  1. 48% of sales people never follow-up with a prospect (a.k.a. potential customer)
  2. 20% of sales people make a second contact call and stop
  3. 12% of sales people only make three contacts and stop
  4. 10% of sales people make more than three contacts
  5. 20% of your sales people delivery 80% of your sales results
  6. 55% of sales people should be doing something else
  7. 50% of the sales managers are too busy to train and develop their sales teams
  8. 5% Reduction in customer defection rate can increase profits from 25% to 80%
  9. Retaining customers is 7 to 10 times cheaper than acquiring new customers
  10. Average company loses 10% to 30% of its customers each year

So if you want to grow you bottom line, work with your sales team and help them be better to make you better.

Why are Direct Mail Still Rocks for SMB’s

November 20, 2013

A great post from Allen Rosen’s Fall Newsletter


“Online marketing, which includes electronic ads, targeted emails and
revenues from selling information to brokers, is about a $62 billion
Kenneth Roseborough, owner of Money Mailer in Maryland reports
that “People get caught up in the digital age, but they find they have
to go back to paper. A lot of people want to see something in their
hand like a coupon, and not just an electronic image on their
smartphone or other device.
“Coupons are particularly effective as customers seek better value in
leaner times.”
There’s another reason to use direct mail. The study says, “The
electronic advertising industry has come under fire recently as
officials and others cite concerns over privacy in using targeted
emails that pick up characteristics of online users through “cookies”
— electronic tracking messages — and other methods.”
“New regulations that would stop the exchange of electronic data due
to privacy and other concerns would affect $110 billion in revenue to
the U.S. economy and 478,000 jobs.”
Mark Twain once wrote, “Put all your eggs in one basket and then
watch that basket!”
But that’s just not a good idea in marketing. Clients who integrate
social and digital marketing and direct mail usually have far better
returns than just one media.

The Where of your Business

November 17, 2013

Where is your business? Where should your business be? Where do you want your business to go? Where should your business be going? Where does your mission want you to go? Where do you sell to your customers? Where do they buy? Where should your business go? Where do their customers buy? Where should your business be? Where should you be with your business?

Talk, Talk, Talk, Talk the old marketing model

October 24, 2013

The old marketing model is over, I call it the Talk, Talk, Talk, Talk, Talk model where all companies do is have their marketing and sales departments talk at their potential customers. This model can not work in today’s 24.7.365 world were we can communicate at anytime with any person. So insteand of talking at your customers, engage them in conversations. Have meaningful thoughts and conversations with them, really try to solve their problems, fill their needs or think of solutions to porblems that they did not even know that they had

Why I will never run a non direct response ads

March 3, 2012

Every mailing that RSVP Chicago does, we allow clients or their agencies to slide in non-direct response ads in our RSVP Chicago publication. And you know what happens, nothing at all. The phone does not ring, they get no calls and then we have to change the creative to be response driven.

How do we fix the ad you might ask? With a call to action, powerful headlines and benefit to the reader, message to market match with an images that speaks to the target audience. The way advertising is supposed to be done. That is how. So no more am I allowing creative that will not work to pass through our office brought to us by other agencies. Trust me I am doing all of us a favor.

Interesting Addition to Amazon’s Review Process

November 25, 2011

In looking at some items on Amazon the other day, I noticed the button on Verified Purchaser Review and I fell in love with it immediately. The biggest complainant/question that most people have with Amazon reviews (in fact all Review Websites) is that most  people who review a book are plugs, they have not purchases the book and our nothing more than a friend of the author or have an axe to grind with the book or product.

However this is now all gone away. Well done Amazon, Yelp maybe you can learn a thing or two from just. Just a thought.

What I learned from my 11 year old about prospecting

October 28, 2011

Last week we had time to kill before my son’s football game on a Sunday afternoon so we went to a BBQ restaurant that we wanted to try in the North Shore suburbs. This was a restaurant that we saw highlighted on a TV Show the Best of Chicago. The food was great and it had a neat atmosphere.

As we were getting ready to leave, my daughter said “Don’t you want to give them your card about advertising with RSVP Chicago?” And you know she was correct. I did, it had slipped my mind. So I walked over and gave it to the manager.

Lesson learned: Always be prospecting. It takes a family to grow a business. Everyone is a prospect. Live through the eyes of a child.

10x Have you under estimated how much it will take to get it done.

July 13, 2011

This weekend I read Grant Cardone’s newest book 10X What is takes to Make It Work, it is a must read for everyone.  A number of items came to light but the first item that jumped out at me was that many people do not even make the necessary effort  to get it done. You need to take your level of effort up to 10x to be successful.
What really impressed me was the amount of effort that Grant took to make his company successful. What he did was truly impressive, what he achieved is commendable and what he outlines is the blue print of success for everyone. I strongly urge you to take a look at what you are doing and take the level of effort up 10x to achieve your dreams

I wish you all the best.

What is the best question to ask ourselves

May 13, 2011

Ok, I have been a bad blogger, I have not posted in a while.

Today I was reading a LI post about what is the best question to ask ourselves before going into a sales meeting/call? Tom Black posted How can I help this client. I could not agree more.

The more I thought about it I think that is the most important question to ask before anything. How can I help my child be a better person. How can I help my wife? How can I help my company grow?

As I am typing this the Bulls have won their game against the Hawks and are moving to the conference finals. The anouncers kept saying that the Bulls were a very giving team, very unselfish. The asked themselves How Can I help my team mate be successful and help the organization win.
I am going to ask, how can I help/serve more than anything else.