Sales and marketing Newsletter

GREG’S BUSINESS GROWTH NEWSLETTER #260
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
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  • Heading into the New Year, keep one of my favorite sayings in mind, Try, Fly, or Die. Change is all around, either lean into it, or run away from it. Don’t fight it.
  • At this time last year it was hard to imagine our day-to-day life today. If we had perfect foresight we would have approached January 2020 a little differently. Will we feel any different in December 2021? Stay light on your feet. Read more

Sales and marketing Newsletter

GREG’S BUSINESS GROWTH NEWSLETTER #259
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Learning to break down expertise into a process gets more difficult the more your people know about the subject. A way to help is exposure to experts in unrelated industries describing their processes. Reverse engineer it.
  • In sales, keeping assumptions to a minimum is a superpower. The more strategic your salesperson is, the harder it is to keep them from jumping ahead. Encourage slow, methodical communication and testing assumptions.  Read more

Sales and marketing Newsletter

GREG’S BUSINESS GROWTH NEWSLETTER #258
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Using a set sequence helps with communication. Take presenting a list for example. Nothing brings the list together better than the sequence, what is it? why is it important? how does it work? followed by an example.
  • The studies show most people can read text much faster than you speak. Knowing this, replace words on PowerPoint slides with images where possible. If text is a necessity, use an asterisk and move the required text to the end notes.  Read more

Sales and marketing Newsletter

GREG’S BUSINESS GROWTH NEWSLETTER #257
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Each time a prospect approaches you about a solution, ignore the temptation to dig into it. Sellers love to talk about the solution. Prospects like to talk about the solution. It’s a conspiracy. Get off the solution, get into the underlying problem to be solved or result to be achieved.
  • All businesses measure something. When they buy your solution they’re expecting some measure to change. They’ll want it to go up, or they’ll want to bring it down. Know how you’re going to be judged before you start the work.   Read more

Sales and marketing Newsletter

GREG’S BUSINESS GROWTH NEWSLETTER #256
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • “Givers get” is a pithy reminder to bring your seed to the soil, don’t just stand there waiting for a harvest. Studies prove it. Givers do get, but they also might get taken advantage of. Consider it the price of admission.
  • Thanking someone for a fleeting moment of delight  guarantees they’ll try to delight another person. The key is to be sincere in the thanks. It sparks a chain reaction. Read more

Sales and marketing Newsletter

GREG’S BUSINESS GROWTH NEWSLETTER #254
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Going through sales books to recommend for a reader when I notice something. The vast majority of sales books focus on the last 20% of the sales process. Not so much on the front end of the process, prospecting and getting in front of right people. Also, the shortest path to big/fast sales cycles.
  • The previous point reminds me of a sales tidbit I picked up at some point. If you have to choose between being good and being there, choose being there. (but might as well be both) Read more

Sales and marketing Newsletter

GREG’S BUSINESS GROWTH NEWSLETTER #253
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • The reports we get tend to spark negative feedback directed to the report giver. This leads to bad feelings in those who build reports. To change how your team feels about reporting, use reports to catch them doing something right.
  • How are you helping your people prepare for, what looks to be, a long winter? As Warren Buffett said, if an ounce of prevention is worth a pound of cure, then a pound of cure is worth a ton of cure applied late.  Read more

Sales and marketing Newsletter

GREG’S BUSINESS GROWTH NEWSLETTER #252
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Years ago, Mr. Carl told me, Gregory, today’s solutions often come back as tomorrow’s problems. Good advice. Manage today with the future in mind, don’t feed your ego with fast answers to your people’s problems.
  • Standards in your firm will occasionally need updating. My advice is to only work on standards you are willing to enforce and focus on one at a time.  Read more

Sales and marketing Newsletter

GREG’S BUSINESS GROWTH NEWSLETTER #251
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Ignoring problems is rarely the best option. As managers we need to embrace confrontation and get comfortable with it. Your people will learn to anticipate and prepare themselves for such confrontation, resulting in stronger communication.
  • Talking to your people is one part of communication, listening is the other. If you’re face-to-face time has been declining, you can make big progress in short bursts with well-planned questions. Listen intensely to their answers.  Read more

Sales and marketing Newsletter

GREG’S BUSINESS GROWTH NEWSLETTER #250
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Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT
——-

  • Putting your best foot forward seems like it would be obvious, but it’s not. When you run into a sub-par effort from a stranger, especially a young person, ask if they’re open to feedback. Sometimes people just don’t know. Sometimes.
  • Looking out for your fellow man is easy inside your peer group. It’s hard with people you don’t know or may never meet. I’ve found the best way to step into another’s shoes is through a good work of fiction. It entertains and instructs.  Read more