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Features Vs. Benefits

It goes without saying, if you’ve spent any time as a sales person you’ve had a sales manager tell you or have read a book that you should always be selling the benefits over features.  So why then in 2012 do you still see companies spending money on ads...

Preparation

I read a great quote today by Abraham Lincoln, it goes: If I had eight hours to chop down a tree, I’d spend six sharpening my axe. Lincoln is saying it all comes down to preparation.  When you set out to do a task, do you think of every possibility or only plan...

SEO vs. Newspaper

I met with a client today who told me most of their advertising budget was spent on newspaper advertising.  I asked him how much business he could attribute to the ads.  I also asked how many people are calling his office or going to his website because of the ad.  He...