Elevating business and marketing performance including branding, the client experience,
increasing profitable growth and expanding the footprint of the enterprise.

Here Is An Important Heads Up!

As of March 31st we are at the end of the first quarter. This means 88 days of 2016 have gone by of which 24 were weekends, 4 were public holidays and 60 were M-F workdays.

It is time to calculate exactly where you are based upon your efforts so far in 2016.

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“Here Is What You’re Doing Wrong!”

One of our many coaching clients wanted to understand why he just wasn’t connecting well with prospects and consequently asked us to critique his presentation skills. I had him record a meeting he had with a prospect so that we could gain real world insight into where he could perhaps improve. His initial rapport building although not very personalized did break the ice and engage the prospect. To his credit he did uncover some important topics of concern to the prospect.

But then the advisor said, “Well let me tell you what your problem is and what you’re doing wrong,” and then delivered a litany around not having the right plan, too many of the wrong investments, and no real knowledge of market opportunities.

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Why Consumers are FED UP with Sales & Marketing People!

After facilitating 300+ face to face consumer interviews, their primary complaint is: nearly all marketing, marketing materials and sales presentations they see and hear are all about the sales person, the product or the provider! They are annoyed and in the words of many “FED UP” with this relentless company, product and sales rep-centered approach. This constant merchandising focus by companies and sales reps on me, mine, and ours has got to change! Now some of you will say at this point, “Wow Richard tell us how you really feel.” How “I feel” doesn’t matter, all that matters is how consumers feel and whether you’re willing to make the changes needed to breakout from the rest in your field.

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Seriously, Do You Really Think You Are Open-Minded?

When I was General Sales Manager for a Rolls-Royce dealership in upstate NY, we had converted an old grocery store into a luxurious showroom and service facility. We installed mirrored walls framed with mahogany paneling, baccarat crystal chandeliers, and even Sherle Wagner bathroom fixtures. We became a tourist attraction nearly over night. But given the demographics of the region most of our business was generated by our innovative and personalized marketing campaigns to major metro areas such as NYC, Boston, Washington D.C., Philadelphia, Miami and Palm Beach.

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Rock Solid Tactics to Make Your 2016 Growth Plan Successful

Sales Management Magazine recently published a study that indicates the average sales and marketing professional spends approximately 80% of their time on trivia. Activities defined as trivia include managing paperwork, spending time on the computer, focusing on the minutiae and mundane and not investing in the activities and services necessary to reach out into the marketplace and spend more time with prospects and clients/customers.

In order to get off to a fast start as a leader or advisor at this the beginning of 2016 and be more effective, ask yourself, knowing what you know now, what you would have done differently in 2015? Be honest with yourself and then…

Use these rock solid tactics to make 2016 year you’re most effective year yet:

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Christmas – Victim or Victorious?

The boy stood along the fence and looked at the brightly lit tree, which sat invitingly in the front window of the neighbor’s house. In just a few days, it would be Christmas…a time when this family would gather at the tree and lose themselves in a mountain of paper and packages.

Slowly he walked back to the corner of the driveway of the foster home where he lived and slid into the back seat of the gray Chevrolet. The man driving took him on a long, dark road to a small house in the country and pulled in the drive. He knocked and a middle-aged couple opened the door against the winter night and urged the boy inside. As an orphan, the boy was used to being left with strangers in strange houses and moved wordlessly through the door. The man who had brought him said to the boy, “We’re going to Myrtle Beach for Christmas, and we’re just taking our real kids so you stay here with these people until we get back in about ten days.” The door closed and the young boy was sent to his room in the basement. Christmas came and went.

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