by Chip Burnham | Mar 28, 2018
[Part 1 of 3] Listen to a discussion around finding prospects, nurturing leads, and closing business and you’ll find the talk will nearly always get around to funnels. The reference is usually to a “sales funnel.” The idea of this funnel is that you perpetually fill...
by Chip Burnham | Mar 14, 2018
Manufacturers don’t always pay enough attention to marketing their products. There often seems to be more pressing issues, such as production schedules, quality control, and new product development. Resellers and service organizations don’t have to deal with most of...
by Chip Burnham | Oct 24, 2017
It’s easy to find marketing and sales advice for commodity products. But what about small to mid-sized businesses selling high dollar products? Where do they get advice? How do you effectively train your sales people? High dollar sales are different. I’ve spent...
by Chip Burnham | Oct 24, 2017
To be a market leader you need excellent messaging that’s consistent and persuasive. Your messaging reflects your brand, vision, and core culture of your company. Your messaging should move your audience. Your messaging should propel your brand. Messaging must not...
by Chip Burnham | Oct 24, 2017
When we ask a small to mid-sized company if they know who their best customers are, they always reply that they do. When we ask how they determine their best customers, most say the same thing: the ones who deliver the highest revenue. And which customers do they most...
by Chip Burnham | Oct 23, 2017
It’s easy to lower prices. The sales team loves it because they see it as a simple way to create value in the potential customer’s eyes. The marketing team loves it because they can now deliver a “good news” message to the marketplace. And of course, the customers...
