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I'm often asked the following questions by clients and readers:

"How can I set myself apart from my competitiors?"

"How can I define myself in the market?"

"How can I reach out and bring in customers?"

My simple answer to all of these, and similar questions, is Relationship Building.

We aren't talking 'customer service' here, customer service is how average businesses deal with customers....we are talking about creating an environment where your customer sees you as their friend. Where you build a level of trust, credibility and respect, and your business becomes part of their worldview.

This is Relationship Building, and this is how exceptional businesses communicate with customers Read More

The expanding field of neuroscience is opening up new insights into how the mind influences preferences and buying behavior. People do not act rationally...we are emotional creatures and what we say is often not reflected in how we act. This post discusses three aspects of how neuroscience impacts marketing. Please come visit http://ideationz.wordpress.com for additional articles and thoughts. 100% ad free. Hoping you will visit and subscribe. Thanks a ton. Rick S. Pulit Read More

Do you want to know a great way to market to a broader audience? Hold a webinar. Here are some ideas that you can use for your webinars and ways to promote your webinar Read More

Is print dead? Bob Mueller from AT&T Advertising solutions and Kyle McEvoy & Kevin Gagnepain from APC Direct argue that it is anything but. Read More

In meeting your individual sales activity goals, it is easy to call on prospects who are willing to give you their time. But this report fodder does nothing to generate results for you, for your company, or for these prospects. Salespeople are better served by focusing their time and attention on Dream Clients, the companies for whom they can create tremendous, game-changing results. These points will help you to tell them apart Read More

So, your company isn’t helping you generate quality leads? I bet they bought you a list of thousands of leads, dumped them into a database, and said, “Go to work.” …and there you are “dialing for dollars,” making hundreds of calls hoping someone will answer the phone… and when they do, you enthusiastically ask for the name you have on your list and hear, “Who? That person hasn’t worked here for six years.”

That’s not a great way to build credibility… is it?

You go to your boss and ask for help. You say, “I’m willing to crank the phones, but I need better leads,” and you hear, “Stop being negative, that’s just how it is in sales.”

It’s time to take matters into your own hands! Step away from the phones for just one day and take the following three actions Read More

Churn is a reality for almost everyone in B2B sales. Failing to account for them in your planning could leave you short despite your ability to deliver on your "stated goal" Read More

Churn is a reality for almost everyone in B2B sales. Failing to account for them in your planning could leave you short despite your ability to deliver on your "stated goal" Read More

This is a story about what one of my client CEOs just did that turned into a big time home run. Talk about customer focus Read More