The RedChasm Blog

8-Week Marketing Troubleshoot and Tuneup

Do you feel like you’re shooting in the dark when it comes to your marketing, never quite sure what’s working and what’s not? If so, I’ve got a new program designed just for you. During the 8-Week Marketing Troubleshoot and Tuneup, I’ll take a close look at what you’re doing now, and give you detailed […]

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How Sales Adds Value

In my last blog post, I wrote about how marketing adds value. This week, we’ll discuss how sales adds value—specifically, your salespeople. As with marketing, the value doesn’t lie in the obvious. Talented salespeople are focused not merely on closing the sale, but on creating—and conveying—a win-win situation for both seller and buyer alike. Good […]

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What Good Marketing Is…and Isn’t

There’s a reason brochures, slide decks, and other marketing materials are called “collateral”: They’re secondary. While thoughtful design and presentation are always useful, they take a back seat to what marketing is really designed to do, which is to add value to a business by directly increasing revenue and profitability. Good marketing doesn’t require slick […]

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Launching a New Product or Service? Don’t Make This Common (and Costly) Mistake

I’ve seen this time and time again with my clients, regardless of size or industry. Someone has a “hunch” about a new product or service idea, and they rush in with guns blazing. Resources are allocated, lots of time is consumed, and a brand-new product or service is launched. And then…crickets. It seems, alas, that […]

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Are You Proactive About Qualifying Prospects?

Salespeople tend to get excited about leads—but not all leads are created equal. If your prospective customer is merely a tire-kicker who has no real intention of ever buying your product—or no budget for it—your sales team can spend a great deal of time and effort on a relationship that will contribute zero profit to […]

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“How Much?” Think Carefully Before Answering This Question

How much? What’s your price? How much does it cost? What will this cost? What’s the best price you can give me? We hear these questions from buyers every day. Rather than tossing out an off-the-cuff answer, it’s important to take a little time to think about it. You want the stated price to be […]

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What Sales Really Needs (But Rarely Gets) From Marketing

Contrary to what you might think, your company is not really selling a product or service. You’re selling a solution to a problem. Something that will make your customers’ lives easier. Something that will make (or save) them money. Something that will slash time, complexity, or hassle. If you’re in marketing, your most important job—bar […]

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What Professional Buyers are Really Thinking…In Their Own Words

Today, I’m pleased to give you a valuable behind-the-scenes glimpse into the minds of professional buyers. I recently hired three former professional buyers from Fortune 1000 companies to speak frankly with me about what motivates supply-chain people, and the strategies and tactics they use with suppliers. Here are some of their insights, along with actual […]

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The Management Myth That Can Cost You Millions

There’s a common misconception out there that salespeople are a self-led bunch who need little or no active management from above. Nothing could be further from the truth! These employees, like all others, need to be actively developed and trained in order to achieve their full potential. Additionally, because these folks are so crucial to […]

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