Books!, Sales

Features & Benefits

The past few weeks have had the the subject of features and benefits pop up a lot. For the non-marketing people out there, let me explain the difference. The Feature: What makes a product or service that product or service.  It's the steak.  It's the drill. The Benefit: What the customer gets out of buying that… Continue reading Features & Benefits

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Rep Encounters, Research, Sales

Hearts and Heads, and On Knowing When Someone is Using One or the Other

I just dug through my 190 posts (!), and I can't believe I haven't written about this observation yet. I can remember talking to a couple of reps at my last job and a few weeks ago I spoke to a few account coordinators about it. And, in my first job, I was known as the Head… Continue reading Hearts and Heads, and On Knowing When Someone is Using One or the Other

Radio, Rep Encounters, Sales, TV

Value Talk: Chapter 3: Media Buying Tips, When a Broadcast Rep Walks Into Your Business

So now you think you are ready for advertising and a radio or TV rep walks into your office.  Usually, they'll come with one of two approaches: 1) "tell me about your business and I'll come up with something I have on the fly that may work with what you need," or 2) "here's my… Continue reading Value Talk: Chapter 3: Media Buying Tips, When a Broadcast Rep Walks Into Your Business

Rep Encounters, Sales

Some New Sales Knowledge

A week and a half ago, I got to listen to a local internet-marketing business owner talk about his sales struggles and equate them to the sales struggles of my office.  He explained some internet industry lingo, which was a nice refresher, but then talked about how my sales team could utilize internet-marketing knowledge to… Continue reading Some New Sales Knowledge

Sales, TV

It’s 50 degrees here in Orlando – no, make that Scranton

This is my "slightly breaking news, make up for having missed my post this past weekend (birthday excuse), and out on an adventure next weekend so I'm probably not going to write one this weekend" post. Burr! Orlandoans woke up yesterday morning, turned on the Today Show, and between 50 and 62% of them saw… Continue reading It’s 50 degrees here in Orlando – no, make that Scranton