What is the perfect client relationship (CRM) management tool? Does it exist? If not, what would it be like? What functionality would it have? What information would it hold or display? How would it be priced? There are many different CRM tools out there and the term CRM has taken to mean many things. In […]
September 3, 2009 by Leave a Comment
Greed is Good, But It’s Got Nothing On Perception
“Money itself isn’t lost or made, it’s simply transferred from one perception to another.” – Gordon Gekko I just saw the movie Wall Street for the first time this weekend. I guess everybody knows the famous scene in the movie where Gordon Gekko, a corporate raider played by Michael Douglas says, “Greed, for the lack of […]
August 14, 2009 by Leave a Comment
Marketing Handbook for the Design and Construction Professional
Yes, it is out! The Marketing Handbook for the Design and Construction Professional is finally here. The book, put out by the Society of Marketing Professional Services and BNI Building News can be picked up at your local SMPS National website for $69 bucks. Why a Marketing Handbook? “This Third Edition of the Marketing Handbook for […]
August 13, 2009 by Leave a Comment
Does Advertising Work?
Does advertising work? On me, the answer is yes. Let me explain. For years I read Mac Addict magazine, now Maclife. One of the companies that advertised in the magazine was a website hosting company called Fat Cow. They had a nice little cartoon cow, an impressive list of qualities, and a reasonable price. I […]
June 23, 2009 by Leave a Comment
Simple Formula for Dramatically Improving your Sales Presentations
I think a lot of people selling professional services have a hard time figuring out what the heck they are going to say when preparing for a sales presentation. Engineers especially struggle with this. Some engineers find it hard to stop thinking like an engineer and start thinking like a marketer. They are often […]
May 29, 2009 by Leave a Comment
A Story About Selling the Benefit
I recently did a guest post over at Construction Law Musings. That post was about the importance of “selling the benefit.” Here is another story about selling the benefit that didn’t make it into the post. “Let me give you another real-life example. Large pharmaceutical companies usually have a small stable of prequalified A/E firms […]
March 31, 2009 by Leave a Comment
Kevin Rose and Tim Ferris Talk about Market Testing and Branding
Tim and Kevin from Glenn McElhose on Vimeo.
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