Selling Without A Presentation

You may have heard the old saying “least said soonest mended”. This was a favourite saying of my Aunt Mary, a no nonsense Scot, who was the world’s greatest scone maker, amazingly hardheaded, and eminently practical. She had a few other sayings that...

Getting In More Offices

Industrial marketing continues to undergo radical change. If you feel you have industrial marketing mastered in your company then give it a few months and you will soon find yourself baffled by the next thing. Once you are following the rules of the industrial...

Are Your Salespeople Going Too Far?

A simple way to increase the effectiveness of your industrial marketing is to make a company-wide commitment to bring value to every interaction you have with your prospects. This value must align with your strategy and position your company as knowledgeable,...

A Follow Up Method That Works

In my one question industrial marketing survey that asks my subscribers what they consider to be their single biggest industrial marketing challenge a subscriber recently wrote, “How to pitch a sale and follow up without sounding desperate.” As I am sure all of you...

Selling Success And Alignment

There are innumerable ways to total destroy the remotest chance of industrial marketing success. Uplifting thought, I would say. In this two part blog you will discover the critical importance of aligning every aspect of your selling process to improving your odds of...