Marketing vs. Selling

When you want sales, don’t hire a marketer

What’s the difference between marketing and selling? They are often confused because “sales person” is seen as much less prestigious than “marketing associate.” Thus everything gets lumped into…

Sell Value, Not Time

If you have a service business and you bill by the hour, and you’re not making…

10 Rules for Naming Your Company

A bad company name is tougher to dump than a bad spouse!

Shortcut to a Business Plan

You can get 80% of your plan by answering these questions.

I’ve led daylong plan workshops for business owners for 25 years. I give them a 90-page workbook with questions to guide their planning. But some owners who…

Are Your Low Prices Driving Away Likely Customers?

Do you price too low?

How Well Do Your Marketing Channels Work?

And how well do they work together?

Marketing is expensive, time consuming, and often confusing. Different things we sell need different marketing channels and selling strategies. They all have to work…

Who Are Your Customers From Hell?

And what can you learn from them?

12 Rules of Marketing & Selling

Follow these rules to keep your business fat and happy. Especially for…

Boulders, rocks, and pebbles

What size customers are best for you?

Who’s the Sales Manager for Your Little Company?

It’s probably you, right?

(This is for companies where people do the selling; it’s less relevant for online sales.)