Ask for it!
There’s no magic in what I do. I call people and I ask them for their business; the ones that need what I have to sell, buy. Sales are different in the 21st century, consumers are savvy, they are price aware and they can fact-check us on the Internet. Instead of trying to sell them your products and services, how about you let them sell themselves? No magic needed.

It’s easier than you may think, too.

During your prospecting calls, ask questions instead of talking. Have the questions ready before you pick up the phone. Have at least three prepared. …

It is widely understood that a content management system allows you to both edit the current content of your site and add new content using the provided templates. One advantage of a CMS that’s not that widely known is personalization. Instead of sending everyone to your homepage and hoping that they connect the dots properly, you can create custom “mini-sites” for each prospect, using hand-picked samples to show how you meet their particular needs.  Using a CMS in this way evolves your website from an informational brochure to a …

MB/I central has become a lively place over the past couple of months. By concentrating representatives from sales, administration, design, programming, and management in one location, Marissa has given us the chance to brainstorm, integrate efforts, and share broad design philosophies even as we work on specific projects.

My own focus, whether testing a new CMS or adding content to an existing site, tends to be on the ease and usability of our systems. The easier it is to find or change information, the more I tend to like a site. …

“Stop selling your professional services, you are killing your sales.”  That was the message from Jim Horan (known for The One Page Business Plan) in a teleseminar of the same name.

Why Selling Hurts Sales

It’s not selling …