Don’t leave money on the table

I heard a story recently about a guy who was walking past a hair salon that was promoting a hair restoration service. The guy was balding and interested in the service, so he walked in. When he inquired about the service, the receptionist’s initial response was “Oh, it’s really expensive.”  Not that it was a…
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Commercial Value

Remember that big game a couple of months ago? And the hoopla over the commercials? In the March edition of Brogan & Partners’ 60 Second Impact, the following question was raised: Did the sales needle move? Awareness can only take a business so far before the cash register needs to start ringing.  Oftentimes, people confuse…
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Selling ain’t what it used to be

Selling ain’t what it used to be

In one form or another, I’ve been in sales most of my life. You could say I was born on commission. The profession, of course, hasn’t enjoyed the greatest reputation over the years, as evidenced by classic characters such as Willy Loman (“Death of a Salesman”), Ricky Roma (“Glengarry Glen Ross”) and Herb Tarlek (“WKRP…
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Stuffed at the goal line

As I write this, we’re still in the middle of the World Cup (minus the U.S. team) while the other football, the one with the funny looking pigskin spheroid, waits in the wings. And I’m reminded of a few clients who, over the years, could learn a lesson from both. Specifically, I’ve noticed a pattern…
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“Advertising doesn’t work”

I can’t tell you how many times I’ve heard that phrase. In line at the store, in casual conversations, even in meetings with potential clients, that phrase comes up quite a bit. You’ve gotten that call before. Someone in media sales has a deal that’s too good to pass up (or so they claim). They…
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