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Lesson #1: Creative Brilliance is the Bridge to Success

“It takes a big idea to attract the attention of consumers and get them to buy your product,” wrote Ogilvy. “Unless your advertising contains a big idea, it will pass like a ship in the night. I doubt if more than one campaign in a hundred contains a big idea.” Ogilvy was an advertising executive who praised the virtues of creativity; if an ad didn’t sell, it was because it wasn’t creative. His years of experience taught him that people were not going to buy a product if the ad was boring; only interest and curiosity would entice people to buy.

The Role of Preparation in Developing Top Salespeople

The Internet has made it easier than ever for prospects to find your company, a benefit of Sales 2.0. The upside is that your leads are coming from unexpected places and you are getting audiences with prospects you may not have found ten years ago. The downside is that this has changed the sales process, accelerated the sales cycle and in some cases, made it more difficult than ever for companies to close these new found opportunities.

TRUST

It is popular amongst successful entrepreneurs to talk about certain intangibles that make for good business. Intangibles such as leadership, innovation, persistence and follow- through. I say this, because I too speak of these things, both passionately and often. Their importance goes without questioning. Each cannot be given, and consequently must be earned. Each is intrinsically valuable in and of itself, and may stand as a singular example of character.

2 Things Race Car Driving Has in Common with Selling

Karl said that for him, the single biggest commonality between racing and selling is the ability to be in control of his emotions, a strength which, in selling, not too many salespeople have mastered. It was as a professional race car driver when Subaru, his first real employer, would send Karl to struggling car dealers to help them push cars - despite the fact that Karl didn't view himself as a salesperson. However, if you listen to his very entertaining stories about growing up, you realize that he was always selling - because he had to.

The Case for Outsourcing
As virtually every marketing manager will tell you, any marketing program is only as good as its implementation. Whether you're talking promotional or sales programs, effective implementation can make the difference between success and disaster.

Can I Get Business Financing with Bad Credit?
Had a tough time making payments on time, been through a divorce or had medical problem that affected your credit score? You may still qualify for a small business loan. This articles explains the ins and out of applying for a business loan with a poor credit score.

Travel Insurance - for when you least expect it!
Discussion the need and advantage of Travel Insurance. I just heard about a $350,000 Euro claim for a business client who went to Greece, had 2 strokes which were related to Leukemia.

SWOT Analysis Tips
Some tips & recommendations on how to conduct a SWOT (strengths, weaknesses, opportunities & threats) analysis.

Hiring the Right People for the Tangible, Intangible Jobs

With the marketplace and economy improving and one of the first areas they beef up (and cut) are marketing and sales. Hiring technical people is fairly easy you look at their education, advanced studies, design/development track record. Hiring sales people is more difficult - a lot more difficult. You're buying tangible and intangible features because he/she may be good but not right. Good at what they do but wrong for your organization, your corporate personality, your market/customers. The article won't deliver guaranteed results but it might help you make the right decision for your organization, your goals.

What's Next - Selling The Intangibles
Learn 10 mini selling systems you can use to derail your competition. They are easy to learn and even easier to apply. Practical ideas that get you immediate results.

Paying Attention To Your Level of Impact
Are you paying attention to how far reaching and powerful you impact can be? Not only is attitude contagious but your reach can spread like wildfire if you do it right.

When Salespeople Perform Poorly on OMG's Sales Assessment
When a top producer doesn't assess well on Objective Management Group's Sales Assessment, how can it be explained? These are some of the possible explanations. Read More...

Bad Apples on the Sales Force - Sales or Sanity?
I've met hundreds of these individuals during the past 25 years and they're all pretty much the same. They're loud, arrogant, know-it-alls that crave attention and will say pretty much anything to get it.

How to Find the Compelling Reasons Behind Seth Godin's Intangibles
Seth Godin's recent column on Intangibles was great. As a matter of fact, I haven't disagreed in more than two years with anything he has written about selling. Today he provided many examples - great examples - of how your intangibles create value. This article explains how your salespeople can uncover these - and other - reasons why prospects would pay more to do business with you.

Private Equity Lessons for the Startup or Entrepreneurial Company

The November issue of the Harvard Business Review poses a tough question to the management of public companies: “What If Private Equity Sized Up Your Business?” The question comes on the heals of recent revelations that public companies are facing increased scrutiny by Private Equity funds both favorably as, for example, an acquisition target or adversely, as a mismanaged and underperforming asset in need of reform. The article goes on to identify five trends that develop when Private equity gets involved. The purpose of this article is to highlight the premises upon which these five trends are based. Understanding this premise will lend valuable insight and strategic fodder for Start-up or Entrepreneurial companies as well as seasoned businesses.

“Keeping The Pace” - Powerful Time Management
Do you sometimes feel like the white rabbit in Alice In Wonderland? “I’m late! I’m late! I’m late!” You might be aware of time management tips in the world but during times of increased stress your natural style emerges. So, you can decide to work against your natural time management tendencies OR you can work with your natural flow to improve your productivity.


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