Going to the Vet – Digging for Evidence that Your Solution Fits Your Client

SAMUEL SAYS: DIAGNOSIS SHOULD ALWAYS PROCEED PROGNOSIS By jumping straight into a solution or “prognosis” during a sales appointment, there’s a high likelihood you’ll blow the opportunity and lose the sale. A good salesperson will tell you that the majority of your time during a client meeting should be spent in uncovering your client’s needs... Read More

Poodles Bite Too – Predict Client Behavior Throughout The Sales Journey

SAMUEL SAYS: MARKETING INITIATIVES NEED TO FOCUS ON THE CLIENT’S INTENT. Data and tools like Artificial Intelligence give Marketing the tools needed to predict their buyers’ behaviors – and that information is what should be used to drive marketing campaigns. So how do we predict our clients’ intent? We look closely at things like: What topics... Read More

Like a Dog With a Phone – Why Marketing MUST Begin With Mobile

SAMUEL SAYS: MARKETING BEGINS WITH MOBILE. Since our society has come to expect access to whatever we want in just one click, businesses that overcomplicate the process alienate themselves. Simply put, if your marketing efforts aren’t mobile centric, then you aren’t serious about client engagement. But you want to be, which is why you’re here,... Read More

Cold Calling is Dead

Cold Calling is Dead (Finally!)   Admit it. No salesperson in their right mind enjoys cold calling.   Thankfully the days of whipping out a phone book and calling all the listings under Electrical Supply to see if any of them need your product are long over. But prospecting is still a big part of... Read More