Marketing and Sales

Character is not simply about getting better; it's about having the courage to take the first step. So, what does your blank sheet of paper look like? The choice is simple and it's yours to make.

Words make a huge impact—unless they're overused.

Even the most descriptive and meaningful words lose all meaning when they're used too often. Clichés, hyperbole and buzzwords may sound impressive, but over time—since everyone uses them—they mean nothing.

For example, if you see the word "extensive," you don't immediately think, "Awesome! A comprehensive suite of services covering a broad range of applications!"

Nope. Instead you skim right over the word since you've seen it thousands of times in the same context. "Extensive" is used so often it's just filler.

There are three ways to categorize organizations: Those that make things happen; those that watch things happen; and those that wonder what happened. Which group are you?

Habits can be hard to break. Some of them, like nail biting or drinking too much soda, are part of our daily lives. Others can infiltrate our professional lives, and possibly stand in the way of success. We asked three sales professionals about bad habits that can develop in the sales world, and how to break them. Here's what they had to say.

Veteran salespeople know that while every customer is unique, the obstacles to a sale are often the same. Once you understand these obstacles and how to overcome them, you will have all of the tools you need to make the sale.

Bid. I hear this word all the time—and it makes me cringe. Instead of bidding on a prospect's projects, we should be bringing creative ideas and value to the table beyond the bid.

Consistency is a key component of leadership. Strong leadership is what makes average companies good—and good organizations great.

Email: Everybody's doing it. And they're doing it a lot. A study by McKinsey Global Institute and International Data Corp. found that the average worker spends 28 percent of his or her workweek reading and answering emails.

Do you ever feel overwhelmed as a manager? Being overburdened by the responsibility of having to figure out what others want and need of you is a familiar feeling shared among leaders. Fortunately, there is a best practice for obtaining just the kind of information needed to increase your leadership effectiveness: Ask people what they want.

It's been said that there are three kinds of marketers and how they deal with trends: those who let it happen, those who make it happen, and those who wonder what happened! So, for smart marketers who want to fall into that second group, paying attention to what looms ahead is the wisest move they can make.