The definition of a shortcut is something that gets you somewhere faster – cutting a route to make it shorter. However, shortcuts can have a negative connotation (as in, the building’s structure is weak because the builder took shortcuts.)Read More
I often get asked, “What’s the magic bullet?” or “What’s something I can do that no one else is doing?” Sometimes that question is related to marketing. Sometimes sales. Sometimes customer satisfaction (or, as I prefer, customer delight).Read More
Topics: customer delight
How can we shorten the sales cycle?
I’ve been hearing some version of that question for the 30 years I’ve been in technology sales and marketing.
And the short answer is …Read More
Topics: buyer's journey
“You can’t market what we do and you can’t sell what we do. We’re a commodity and an expense; companies aren’t looking for us – they only call when they need us.”
I’ve heard some version of this statement from dozens of clients and prospective clients over the 8+ years we’ve been in business. I heard it hundreds of times from my sales and marketing partners when I was in corporate software sales and marketing.Read More
It’s the time of year your thoughts should turn to planning, but if you’re like most executives or business owners, you have competing priorities. You’re trying to finish the current year on a high note. You have family obligations for holidays. And you’re trying to make plans for next year.Read More
Topics: Marketing plans
Is marketing technology running your business into the ground or are you using marketing technology to gain new ground?Read More
Topics: Marketing Skills
Businesses that perform technical consulting services that stretch out over a long period face a particularly difficult challenge when it comes to getting client testimonials and stories. At Leading Results, we work with a number of these types of companies (environmental consulting and remediation, ERP consultants, long-term labor outsourcing, and the like). You don’t run across these types of business on a daily basis – they perform very niche, but very vital, services for other businesses.Read More
What do those words mean to you?
The answer depends, very simply, on how old you are.Read More
We all sell every day. We sell ideas, we sell products, we sell our spouse or kids on why our idea is a good (or the right) idea. We sell ourselves on what we should do for ourselves – why to go to the workout class, why to eat this, and why not to do that.Read More
Between Chaos and Organization, You’ll Find Creativity
I said that phrase today and thought, “Wow, I need to write a blog post about that.”
Here’s why:Read More