Blog Insights

Let me start this post with a story of what not to do. Actually, let me “play” you the conversation that occurred with the inside sales rep of one of my vendors.  I have had this product for 18 months and this is the first call I have gotten from them. I am going to leave all names out of this (after all, I do still have a relationship with them and do want it for now).

Phone rings: “ Dan Kraus, how can I help you”

As a CRM consultant for over 10 years, I learned that the main reason that companies would implement CRM was to get to know their customers better and increase sales and marketing effectivness. What stumped me the most is that companies would spend a ton of money on a CRM system and training, and then not really use it. Most companies have hundreds or thousands of contacts in their database but not really much engagement with those people.

It was my husband's birthday recently so I decided to get him some fancy dress shirts. I HATE shopping but couldn't think of anything else. The shirts that I like to get him are called Bugatchi and retail for $150 normally. I can find these same shirts at Nordstrom Rack for $60.

One of my pet peeves in local advertising is that these ads – radio, TV,  Cable or Newspaper – are usually not very good. The company that is advertising has spent their entire budget on buying the media, and did not leave any money to actually figure out a good advertising strategy to use the media with.

One of my pet peeves in local advertising is that these ads – radio, TV,  Cable or Newspaper – are usually not very good. The company that is advertising has spent their entire budget on buying the media, and did not leave any money to actually figure out a good advertising strategy to use the media with.

This article was originally in one of my clients’ (and a friend) newsletter.  I thought it was worth the reprint because while they are the most frustrating of creatures to battle with, squirrels (aka Pole Rats) do get my admiration for their adaptability and persistence – great qualities for all marketers.  So thanks to Bob Jones of TRIF.com for this content.

So, what can we learn from a 3 footed squirrel?

For whom does the bell toll? The wristwatch. Yes, it will still be around as a piece of jewelry, but for practical purposes, we just don't need it anymore. And just as the watch is relegated to a bangle, so should be many of the processes in the way you do business.

While attending a reception at a big conference last nite, the person I was chatting with at one of the “bars” asked for a glass of wine. The bartender had just finished one bottle and needed to open another.

We stood there in amazement and watched as she took a waiter’s corkscrew – like the one pictured here – and proceeded to twist the metal all the way into the cork, and then try, with sheer muscle to pull the cork out (almost an impossible task for anyone but the strongest or those willing to get wine all over themselves). She had no idea how to use the corkscrew correctly in leveraging the end on the bottle to pull the cork out, so my friend came to her rescue and show her. (If you don’t know, you can learn here)

The following is a letter that I composed recently for a client. All the names have been changed, but the points and processes are valid for most small businesses; especially those that sell services that require a lengthy sales cycle. If this resonates with you, take a few minutes to drop us a line or complete the brand audit questionnaire and let's spend some time talking about Leading Results can help you execute this.