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Branding Tips to Increase Sales

Do You Really Know Your Best Customers?

Posted by Chuck Jones on Sat, Dec 13, 2014


Every business has a variety of customers… some are quiet and appreciate what you do or provide; some are annoying and constantly asking for things outside of your agreement; some are profitable and some are not. Do you know who your best customers really are?

If not, perhaps it's time you give it some thought. A little bit of work in this area can provide you with some clarity and focus that can help you land more "best customers" and avoid customers that can cost you money versus make you money.

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Tags: Business Success

CEO Growth Mistake: Moving Top-Salesperson to Sales Manager Role

Posted by Dale Berkebile on Thu, Dec 11, 2014


You are a growing company and you have a few salespeople.

As the company grows you feel you need to step out of managing the sales team, so you can focus on bigger picture items to run and grow the company better.

So what do you do?

Often CEOs decide that the best solution is hire inside the company. This is respectable and sometimes a great solution. However make sure you understand what success in the sales manager role looks like before you hire or promote an employee to this position.

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Tags: Sales Management, Sales Hiring, Growth Goals

5 Steps to Fix Marketing and Sales and Prepare for Success

Posted by Chuck Jones on Fri, Dec 05, 2014

2014 is quickly coming to an end and, from my perspective, it was entirely too fast as I still have way too much on my To-Do List. How about you?

Is your business going to achieve the goals you set out at the beginning of the year? You did have some goals in place, didn't you? If you didn't then it's not so easy to measure whether or not you had a good year since you can only compare it to last year or where you think you should be. Not very objective. If you did have some goals in place, how did you do? Nail it? Crush it? Miss it?

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Tags: Business Success

Should My Company Use Social Media in Our Marketing?

Posted by Chuck Jones on Sat, Nov 29, 2014

Some will say a "resounding yes". But I say it depends. What do you want Social Media to do for your Company? If you don't have a good reason then my advice is to hold off until you do.

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CEO Marketing Mistake #2: Getting hung-up on cost

Posted by Dale Berkebile on Sat, Nov 22, 2014


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CEO Marketing Mistake #1: Being short-sighted when buying marketing

Posted by Dale Berkebile on Fri, Oct 31, 2014

What are some of the biggest marketing mistakes business owners and CEOs make?

Let's define the audience for this is article (series of articles). It is meant for "small" businesses doing under $20 million in annual revenues, but probably still doing over $1 million annually. These are the people who've been around the block a few times. This is going to be a series of articles based on the 5 topics listed in the bulletpoints below. I wanted to try to make them short and sweet instead of long and drawn-out like my normal posts. So stay tuned over the next few weeks. Now let's get into it!

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Do you hate sales? Do you also hate smart conversations with friends?

Posted by Dale Berkebile on Tue, Oct 14, 2014

Why do you think sales calls and conversations are different?

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Does Inbound Marketing Eliminate the Need for Salespeople?

Posted by Chuck Jones on Wed, Sep 24, 2014

Does Inbound Marketing Eliminate the Need for Salespeople?
In a word... NO.

Inbound Marketing is not a way to replace your sales department. Instead, Inbound Marketing is one of the best ways to attract visitors to your website to convert them into leads to help your sales department close more sales.

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Tags: Lead Generation, Inbound Marketing, Marketing, Business Development, Marketing Strategy, New Business, Dave Kurlan

Does My Company Really Need Marketing?

Posted by Chuck Jones on Mon, Sep 22, 2014

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Tags: Lead Generation, 3D perception inventory, what's missing

Three Key Marketing Questions That Determine Your Company's Success

Posted by Chuck Jones on Thu, Aug 28, 2014

Can you answer these three questions without hesitating?

  1. Can you tell me in 25 words or less what your company does without using any $10 words?

  2. Can you rattle off the top 3 problems you solve for your customers, in their words?

  3. Have you ever asked a company why they bought from you?

If you’re hesitating you probably don’t have a very deep understanding of what your company really does for your customers and this is not, unfortunately, unusual.

But wait, you say... I know my products and I know what my customers buy. That’s all I really need to know, isn’t it? Yes, that’s fine if your goal is to be commoditized but “not” if you want your company to grow, be recognized and known in your industry or community.

Most of us were brought up in business to learn the features and benefits of what we do or sell so we could rattle off the feature and then say, “and, what this means to you is….”

I don’t think this works very well today when dealing with an educated buyer who has already done significant research on various websites, including yours.

In years past the buyer had little knowledge about your product or service and depended on sales brochures, fact sheets and your salespeople to provide them with the information they needed to make a buying decision. It’s different today because so much information is available to us on the Internet.

With just a few keystrokes in a browser, buyers have virtually unlimited access to information about your market, industry, and your products. They can also find out how others feel about your company, i.e. are they happy they bought from you, do you stand behind your products, do you deliver quickly and if you make it easy to be a customer.

Like everyone else you know, buyers are busy, distracted and pulled in multiple directions each day. As a result they want to find answers to problems and they want it to be easy and friction free. They want you to demonstrate that you understand their issues and problems.  

So, why do you need to know the answers to the three questions I asked in the beginning?


If you can’t state clearly what your company does, how can you expect your prospect too? If you can’t clearly identify three key problems your company solves why put that burden on the prospect?

This brings us to an important question... What is your website doing for you? Can it answer these key questions? Probably not. If it does not address your potential buyers’ problems with solutions that are easy to understand and in their words why should they spend more time on your site? The answer is, they won’t. They will leave quickly. The technical term for this is “bounce”. If new visitors come to your site from a search bar or link they found on the Internet and don’t find any answers to their questions… they will bounce.

Want to stop them from bouncing or at least slow them down? Start by understanding how well your website is performing and how it ranks versus your competitors. Once you know where you stand it’s much easier to come up with a plan for improvement.

For a free website evaluation and thoughts on where to go from there click here to get started.




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Tags: Inbound Marketing, Content Marketing, Consultative Selling

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