by Andy Cleary | Jan 18, 2011 | Branding
I don’t care if the person on the other end of the line wants our firm to design a business card or a complete sales action system … the first question I ask is: “Have you done your branding homework?” What I’m asking is: have you taken the time to examine the value...
by Andy Cleary | Jan 10, 2011 | Branding
I was in a workshop with my friend Walker Williams on Friday and he told us all a story about JW Marriott of the Marriott hotel chain. Walker owns Forte Human Resources that provides outsourced HR to small businesses. Walker cut his HR teeth at Marriott and said it...
by Andy Cleary | May 14, 2010 | Training Your Sales People
“Hey, it’s only sales.” It’s just our hyped up sales department over promising again. Brand this, brand that. Those jokers don’t know what real work is like. “Sales is everything!” If we don’t get more sales there are...
by Andy Cleary | May 14, 2010 | Training Your Sales People
Sales are down. What do we do? Let’s not overcomplicate this. Sales are made of two things. First, there is branding or what you sell. Second, there is outreach which is letting people know what you are selling. Here’s the problem. A lot of businesses are...
by Andy Cleary | May 14, 2010 | Training Your Sales People
Zig Zigler tells the story of two railroad workers. They both started at the same time. After over a decade, one is still laboriously laying track in the hot sun and the other has worked his way up to top management (in an air conditioned office). Zig points out that...
