How This Print Company Grows 25% Each Month Selling Direct Mail
Succeeding in selling direct mail in today’s world takes a new set of skills. To understand how successful print leaders are selling, we document their sales processes in case studies like this, explore their sales methodologies in podcasts like this one, and via interviews like the one below with Andrew Ettinger, CEO of The Best […]
Apple is Building an iPhone Feature That Could Destroy the Cold Calling Industry, and Nobody Even Noticed
Buried 5,953 words into the iOS 13 release notes is a new feature that may have a profound impact on salespeople relying on phone calls: the new iOS (coming this fall) will automatically silence any calls coming from an unknown number, and send them directly to voicemail. Here’s the exact feature as described in the […]
Retailer J.Jill Learned the Hard Way Why Direct Mail Is Still Relevant
If you saw this post (“Nordstrom President Cuts Direct Mail. Then This Happened.“), I recently found that Nordstrom blamed their slumping sales on (in part) a cut-back on direct mail. So when I noticed that another retailer — J.Jill’s (NYSE: JILL) — was getting ready for their quarterly earnings call, my ears perked up. I […]
Nordstrom President Cuts Direct Mail. Then This Happened.
Which is Better For Sales: Direct Mail, or Digital? (It may not be what you think.)
Apple iOS13 Introduces a Feature That Would Have Kept 12 Year Old Steve Jobs From Making His Most Important Cold Call
When Steve Jobs was 12 years old, he cold-called Hewlett-Packard’s co-founder Bill Hewlett. His goal was to request some leftover electronic parts to build a frequency counter. To Steve’s surprise, Hewlett picked up the phone. At first, Hewlett was amused and chuckled. No doubt struck by Steve’s precocious nature, his amusement soon turned to interest. […]
Rare 1997 Video That Explains the Marketing Genius of Steve Jobs
I found an old, VHS-y recording from 1997 where Steve Jobs talks about marketing (and sales) in a way that was true when he said it, but perhaps even more true today. We live in such a noisy digital world clamoring for our attention, that to truly stand out as marketers, we’ve got to stand […]
Why You Should Do Things That Don’t Scale
I often find myself thinking about how to grow — people, revenue, me — and looking for activities that have high leverage. By “high leverage,” I mean things that can be done or performed once and multiplied many times over. At times, however, I stumble on an idea that doesn’t fit this definition but seems […]