Author: Mark Burrall

There are no secrets


It’s no surprise that the speed of business has accelerated dramatically in the past decade.  Our customers have more resources at their fingertips than ever before.  What used to take an hour of research in hard copy directories now takes mere seconds online.  Not only do they know more about what they need/want to buy,… Read more »

Drip, Drip, Drip


Back in March 2017 I wrote about “Check In” Calls Make You Sound Dumb. It generated a lot of responses. I want to add a little more to that line of thinking. This newsletter is perfect example of what we’ve come to call Drip Marketing. My intention is to offer content without a hard call… Read more »

Don’t Waste the Next Two weeks…


It’s coming to that time of year when things begin to slow down. Current prospects become unavailable. More time is spent finding Christmas presents and decorations. Generally, many people begin slipping out of high gear. By the time we reach the week between Christmas and New Year’s we are almost in “PARK”. So, wrap up… Read more »

“Winging it” is a bad idea


We’ve all heard the guy with the scripted presentation. No matter what you say, he has a canned reply. It is sooo obvious. I suggest you try something similar yet different. To be clear, a scripted sales call is literally what you say in the conversation.  They are effectively used in call centers selling vacations and aluminum… Read more »

Fire that CUSTOMER!


I recently wrote about firing prospects that consume way too much time and never buy anything. This time we’ll deal with customers that, while they may buy a lot, are just too demanding to warrant keeping them. Here are some warning signs to watch for and then some steps to take to Fire that Customer!… Read more »