Marketing

Sales Meetings for Success By Mike Detmer, December 4, 2009 Tips On How To Train Your Sales Team To Deliver Better Results As soon as my boss said, “Well, Sparky” I knew there would be a tough ordeal to follow. “How are we going to get the entire sales team up to speed on selling our new More..
Old Business, New Game Plan By Chris Westfall, October 28, 2009 Tips For Finding New Business Among Existing ClienteleImagine someone standing in front of an empty wood stove, screaming and yelling because there’s no heat. I borrow this image from my friend Michael Neill’s book, You Can Have More..
Picture This By Mike Detmer, August 10, 2009 Creating A Table Book Of Photos Will Win You More Jobs My wife, Leann, will be the first to tell you, “Ask Mike when you want marketing advice. But don’t listen to a word he says about investing!” That’s because I insisted on More..
Learning to Sell, Again June 2, 2009 Proactive Techniques Will Keep You In Control Of Your Business No matter where I’ve traveled this year, I hear a similar tune: “It’s not like it used to be.” Instead of “Who moved my cheese?” many dealers are asking, “Who ate it More..
Kicking it Up a Notch (expanded web version) By Mike Detmer, February 27, 2009 How to inexpensively add new flavor to your marketing plan One of my favorite things to do on Sunday afternoons is shopping at the local farmers market. That’s where I met Adam, a resident student and beekeeper. Last year I was More..
Become a Great Leader By Mike Detmer, January 12, 2009 MOTIVATING YOUR BEST EMPLOYEES WILL DRIVE REVENUE AND PROFITSHave you ever had a boss that you would be willing do anything for? I mean the type of leader that motivated you to give your all for the company and its customers. More..
Subtle Sales Sparks By Mike Detmer, December 4, 2008 IMPLEMENTING INCREMENTAL CHANGES TO ACHIEVE IMPROVEMENTS Imagine how excited I was to hear that, as the new sales manager for a high-end audio manufacturer, I was invited to Japan to train under the company president. But when I More..
The Discounting Myth By Mike Detmer, August 27, 2008 If you are a custom installer who feels like our business is becoming commoditized, you are probably not alone. Mainly because of increased competition, its easy to get painted into a corner where price becomes the gating factor More..
Prying Away Sticky Fingers By Mike Detmer, July 1, 2008 My job as vice president of sales and marketing is to preserve Niles brand integrity. One way that I accomplish this is by identifying unauthorized Internet resellers and shutting down their source of supply. So, when I saw one More..
Telephone Etiquette Essentials By Mike Detmer, April 28, 2008 Those of you who live in Florida or visit here know that Floridians love their driveways. Weve got all kindsfrom stone to concrete to blacktop. I remember visiting the client of a Niles dealer in Naples who had custom-made pavers More..
The Force of Ideas By Mike Detmer, March 6, 2008 I can still hear her now. Michael, whats the big idea?! Youve cut holes in the walls of every room of this house. Whats Uncle Tony going to say when he gets home and sees this mess? That was my dear Aunt Ann, and she was pretty More..