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Sales and marketing are two functions in your business that need to operate in a tight partnership. Yet, we tend to think of them as very different cultures and processes. Marketing is traditionally viewed as a planning-driven function, whereas sales is generally seen...
In this feature article published by Convene, we learn how a Biblical perspective provides the right framework for developing and implementing a sales plan that achieves results. The cornerstone of this approach can be found in Proverbs 21:5, which says “The...
In my office, there is a sign that says: “Do not try to teach a cat to dance. It doesn’t work, and it annoys the cat.” Mind you I love cats, but that sign serves as a reminder to me that there are some customers that are not good for my business. Trying to work with...
Is your business thriving in these tough economic times? If not, do you know why not? (If you’re saying, “It’s the economy, [stupid],” please read on.) The answers I keep hearing from business owners fall into two categories: Those that have pulled back, reduced their...
Networking event hosts often use good, if not great food and drink (alcoholic, that is) to attract a crowd. Not a bad strategy if you are the host… However, if your survival as a company or individual depends on sales, here’s my advice: Don’t eat, drink or “sell” at...
My friend’s grandmother used to say, “You were born with two ears and one mouth. You should use them in that proportion.” That’s sage advice that I have all-too-often ignored to my own peril. As human beings, we all have a deep emotional need to be understood that we...
