Sales

18 Oct 2017

80/20 David and Goliath: The Power of Ideal Clients

By | 2017-10-18T17:15:20+00:00 October 18th, 2017|Categories: Business Strategy, Doug's Blog, Marketing, Sales|Tags: , , , , , , , , , , , , , , , , , |

80-20 David Goliath - Power of Ideal Clients

Your prospects naturally compare your business to what they perceive as your competition. If you want to get leads and acquire customers efficiently, you have to choose your market and ideal clients carefully.

It turns out how we feel about our achievements is relative to how we measure ourselves. How we perform in the future, is impacted by how we relate to the results of the measurement.

Harvard or MIT

If you graduate at the top […]

18 Sep 2017

How to Avoid Setting Your New Salesperson Up For Failure

By | 2017-09-19T12:25:35+00:00 September 18th, 2017|Categories: Marketing, Oilfield Pulse, Sales, Working on the Business|Tags: , , , , , , , , , , , , , , , , , , , , |

The Elephant in the Room - Setting Up New Salesperson for Failure

As you grow your business and hire a new salesperson, you are likely leaving money on the table. Are you making one or more of these mistakes and setting your team up for failure?

Over the last few weeks, I’ve met several people who were hired to work as outside sales […]

11 Jul 2017

5 Powerful Moments on the Path to Get More Clients

By | 2017-07-12T16:20:31+00:00 July 11th, 2017|Categories: Doug's Blog, Go-Giver Coach, HubSpot Agency Partner, Marketing, Sales|Tags: , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , |

Phoenix Rising From Fire - Path to Get More Clients

Most small businesses start with someone who has an innovative idea, or at least the desire to build a business around what they do. In most cases, these entrepreneurs fall into sales out of necessity. You either figure out how to get more clients, or you fail.

Our story started this way. Early successes led us to underestimate the power of mastering marketing and sales, both the skills and the […]

15 Jun 2017

Be Interesting – How to Win Leads at Trade Shows

By | 2017-06-16T19:08:29+00:00 June 15th, 2017|Categories: Branding, Doug's Blog, Marketing, Sales|Tags: , , , , , , , , , , , , , , , , , , , , , , , , , |

Reporter - Be Interesting Win Leads At Trade Shows

Most businesses seem to hit trade shows as if they are a necessary evil for lead generation. They do what is needed, but don’t try to stand out. At a time when budgets are tight and trade show attendance is dropping, is this approach wise?

As I was walking through the Global Petroleum Show here in Calgary on Tuesday, I was struck by a few insights.

Fitting In – The  80/20 Rule

The […]

25 May 2017

Do You Know What Makes You Successful At Sales?

By | 2017-05-25T17:31:44+00:00 May 25th, 2017|Categories: Doug's Blog, Marketing, Sales, Working on the Business|Tags: , , , , , , , , , , , , , , |

2 Business People Meeting - Successful at Sales

Most small and mid-sized businesses cannot clearly define the process they use for successful sales. This lack of clarity severely limits the growth potential of an SMB. Here’s why.

I didn’t say YOU can’t sell. If you’ve been in business or sales for a few years and are still around, you’ve probably figured something out that works for you.

In fact, I haven’t met very many business owners who don’t think they can sell or at least have someone on […]

29 Mar 2017

If Marketing Is a Growing Asset, Would You Invest More?

By | 2017-04-12T11:10:41+00:00 March 29th, 2017|Categories: Doug's Blog, Marketing, Oilfield Pulse, Sales|Tags: , , , , , , , , |

Marketing Assets Factory

For most Oil and Gas (O&G) service companies, marketing works like this. You put money into it, and if it works, you get some leads. Marketing is an ongoing expense instead of an asset. Stop spending, and you stop getting results.

Sales Assets

Sales work much the same way. The biggest difference is it is primarily composed of people. If customers are spending somewhere and you want more sales, you either motivate your sales team a little more or hire additional sales people.

There are two common types of sales people everyone talks […]

22 Feb 2017

To Win, Understand Your Buyers Better Than Anyone Else

By | 2017-06-21T16:33:38+00:00 February 22nd, 2017|Categories: Doug's Blog, Marketing, Oilfield Pulse, Sales|Tags: , , , , , , , , , , , , , , , , |

Understanding the Buyer's Journey in Inbound Marketing

Ultimately buyers are responsible for making wise purchases. However, they usually need help. That is your opportunity to guide them through the buyer’s journey.

Buyer’s Perspective

When buyers don’t know how to differentiate their vendors or the solutions they provide, they focus on price.

It is easy to blame vendors for not making things clear in their marketing and sales literature. How many buyers know what questions to ask a supplier, so the important differences are evident?

To get […]

6 Dec 2016

The Mystery in Marketing

By | 2017-04-03T11:06:36+00:00 December 6th, 2016|Categories: Business Strategy, Doug's Blog, Marketing, Oilfield Pulse, Sales|

Alien Spaceship X-Files

The Truth is Out There

This month’s theme (Oilfield Pulse) is about conspiracy theories. This theme immediately got me reminiscing about the X-Files television series. It is possible, that somewhere behind all the woes we are facing as a province and industry, there is cigarette smoking man who is somehow in on it.

Or, maybe the truth is more mundane.

It could be that we still don’t have those pipelines because people don’t want them in their backyard for an abstract benefit […]

3 Nov 2016

Fear, the Sounds of Silence, and Some Marketing Strategies

By | 2017-06-12T14:25:51+00:00 November 3rd, 2016|Categories: Business Strategy, Doug's Blog, Marketing, Oilfield Pulse, Sales|Tags: , , , , , , , , , , |

Like many people, I’ve been following the U.S. election. It has become nasty and full of hate. The Internet, the media, and social media are amplifying the effect. A year ago, we watched the Conservative Party try a few...

6 Oct 2016

The Hidden Costs of Failing to Innovate in Sales

By | 2017-04-04T17:45:18+00:00 October 6th, 2016|Categories: Business Strategy, Doug's Blog, Marketing, Oilfield Pulse, Sales|Tags: , , , , , , , , , |

What are you doing to innovate how you market and sell your products and services? If you are trying to survive and even thrive at today’s oil prices, these two functions are the key to competing and staying profitable.