by Christopher S Penn | Jan 24, 2018 | Marketing, Sales
The secret to successful sales is found in the Jewish Midrash, circa 600 CE: “If speech is silvern, then silence is golden”. Your chances of winning a sale are directly proportional to how much the prospective customer speaks. The more they speak, the more...
by Christopher S Penn | Nov 21, 2017 | Books, Marketing, Sales
I’ve never understood marketers who add major shopping holidays AFTER the existing shopping holiday. For example, after Black Friday comes Small Business Saturday, followed by Sofa Sunday, Cyber Monday, and finally Giving Tuesday. By the time consumers make it to the...
by Christopher S Penn | Aug 23, 2017 | AI, Artificial Intelligence, Machine Learning, Marketing, Marketing automation, Marketing Technology, Sales
Artificial intelligence will impact every industry, every profession. In some cases, rather than replacing people, it will change how people do their jobs. Let’s examine the average retail interaction today. The Current In-Store Retail Marketing Experience At any...
by Christopher S Penn | Jul 20, 2017 | Marketing, Email Marketing, Sales, Social media, Strategy
Where do we start? How do we build a sales pipeline robust enough to hit our quota when we’ve nothing but a blank pad of paper, an empty contact list, and a fresh inbox? In this series, we’ll look at how to build a sales pipeline from scratch, using the most modern...
by Christopher S Penn | Jul 11, 2017 | Marketing, Marketing Technology, Sales, Technology
Where do we start? How do we build a sales pipeline robust enough to hit our quota when we’ve nothing but a blank pad of paper, an empty contact list, and a fresh inbox? In this series, we’ll look at how to build a sales pipeline from scratch, using the most modern...
by Christopher S Penn | Jul 10, 2017 | Marketing, Sales, Strategy
Let’s say we’re the new person in our sales and marketing organization. It’s the first real day of work, after orientation, after employee on-boarding, after signing the employee handbook and dealing with all the paperwork of a new job. We’re seated at our desk, our...