February Newsletter

The February newsletter went out earlier this week. This month we covered the topic of sales drivers, commonly referred to as marketing. There is a lot you can do with marketing, especially if you follow the school of "test and measure." But in this newsletter I just cover the basics. They are:

1. Identify your customer. You must be able to describe the type of person/decision maker/company you are looking for vividly.
2. Locate your customer. Where do they spend time. What are they doing when they are there. To sell to them you must be able to track them down so you can get their attention.
3. Deliver a compelling message. Once you know who they are and where they are you need to know what to say to motivate them to action.

You can read an archived copy of the newsletter here.