In the Results section of the book, The Speed of Trust, there was some parallelism between what I’ve been learning with Leadership IQ in regards to having employees who get results and live the values of the organization and those that do not. In Leadership IQ, the “live the values” spectrum is based on good… Continue reading Maintaining Credibility and Trust
Category: 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
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
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
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
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
More Sales Love
I just came back from Atlanta where I got to learn more idiosyncraticities (I know that this isn't a word, but it fits) of the sales process. There was a lot of art and science in regards to the process and the biggest thing I learned is that as a sales person, you should be looking for… Continue reading More Sales Love
Mixes Inside of Mixes
This is only a mild lecture on broadening one's mind when it comes to understanding the importance of media mix and sharing that with others in order to get the most out of your media relationships. Informal definition of a media mix - the composition of your advertising campaign as it relates to what kinds… Continue reading Mixes Inside of Mixes
My Increased Appreciation for the Sales Profession
I just got back from a trip to Boston to take part in a training program called Professional Selling Skills, or PSS, for short. The program is meant for the account executives from our company, but I was able to go since I work with the sales team in helping them put proposals together for… Continue reading My Increased Appreciation for the Sales Profession
Is true branding dead?
In the copywriting class I taught this past week, I was asked about how out of home placement strategy differs if something is a branding campaign or a retail campaign. I let the class in on my opinion that true branding is dead. Harsh, yes, I know. But in my years working with clients that… Continue reading Is true branding dead?
Patti is still learning 