Have Your Sound Bites Ready to Go My good friend and restaurateur Anthony Capone just opened a new restaurant in Upper Black Eddy, Pennsylvania, along the Delaware River. It’s called "The Narrows.” He also owns and runs ‘‘Alma’’ a fabulous rooftop Mexican restaurant in Brooklyn, New York. Brooklyn? Yeah Brooklyn! You gotta problem wit’ dat?! [...]
Selling Your Professional Services or Products When my host radio station, WNTI was moving across campus, and we were clearing out the old radio studio, I found this guy headed for the trash heap. Dilbert does not belong in the garbage, so I rescued him. With all due respect to his creator, Scott Adams, I modified [...]
James Gamble of Proctor and Gamble made this statement many years ago. No offense to our soap-making friends and clients - - but is it true? How much of the success of any item is based on the product - or is it just the ability to market and sell it? Your ability to sell [...]
Tips for Team Success The projects you and your team will explore contain many of the "issues" and "team processes" of projects in which you currently participate. To maintain high levels of team performance and employee satisfaction (not to mention the ability to work effectively), the following tips are offered. They will assist you in [...]
How To Build Teams That Will Still Respect You in the Morning A few years ago I wrote an article for Successful Meetings Magazine. The editors did some follow-up articles on my published piece, and made it a regular business column for a few years. Here is an excerpt from the series: ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ You can't pick [...]
Explorer and “marketer” Sir Ernest Henry Shackleton, led four Antarctic expeditions; traveling the furthest south of any human during his voyage aboard the Nimrod. How did he round up his crew? He advertised for what he did NOT want: “Men wanted for hazardous journey. Small wages, bitter cold, long months of complete darkness, constant danger. [...]
Headlines matter!! Just received an email with the subject: "A Cure for Hearing." I don't know anyone who wants to CURE hearing. Isn't the "cure" for hearing deafness? Choose your headlines and subject lines carefully. You only get one chance to get your prospects to read your message.
Progressive Business Concepts frequently offers a program for senior executives that simulates real-life, “C-level” selling situations. The week-long training includes a series of consulting/sales meetings to help participants discover the most critical aspects of successful selling. No matter how many times we run this program, participants consistently identify three actions of sales success: 1) Building [...]
Business Development Tip: Secrets You Can’t Learn in a Classroom If you’re a regular subscriber to our Business Development e-Newsletter, you know I provide our “Senior Associates” and “Business Facilitators” with tips, secrets and proven ideas for expanding their businesses and increasing their sales. So here’s one that will work for you if you use it. Last [...]
Leadership Tip: The ‘Practice What you Preach Test’ -- Delivered by my two sons. For many years my wife Nancy and I have tried to teach our two young sons, that they can always do more than they think they can. Understanding that "most of our limits are self-imposed limits" is a critical concepts for [...]