Andrew's articles

  1. Don’t read your prospect’s mind

    Here is an interesting observation: Many times, prospects call me and ask me if my programs do X or Y (i.e., in the case of my Boxing Fitness site, do I provide Continuing Education Units? Or, is my Certification accepted in gyms in Great Britain). Usually the answer is “no,” so when I get these […]

  2. The benefits of sticking to it

    Today a client of mine emailed me with great news. He is starting to see results from the last 6 months of his marketing efforts. For instance, his sales pipeline is heating up thanks to an educational letter and follow up campaign we worked on — including 2 recently closed deals. He just spoke at […]

  3. Suggested guidelines for responding to RFPs

    A former client sent me a request for proposals (RFP) the other day. I don’t know about you, but I cringe when I receive RFPs. I rarely win RFPs, for the following reasons: – Generally firms send out RFPs even if they already have a preferred candidate in mind. They do so to appear fair […]

  4. The sales funnel

    Today’s post covers a basic principle in sales, but one that is always worth a refresher. The “sales funnel” is a nice image for conveying the overall marketing and sales process. Imagine a funnel, with a wide top and a narrow bottom. Your overall target market represents the top of the funnel. Then gradually the […]

  5. The absolute importance of failure

    A recent post to a blog entry asked about failure and what to do if you have never failed. I have to confess that I am one of the biggest failures you will ever meet. And that’s a good thing from my point of view. 4 out of 5 businesses or ideas I have fail. […]

  6. How to know which ideas to pursue

    A Sitepoint reader emailed me with an interesting question. He comes up with all sorts of great ideas and wants to know how to figure out which to pursue. It’s an important question since we have limited time and money. Here’s some advice: 1. If the idea is really good, you can find an angel […]

  7. Aaah, the wonders of a clean desk

    It is the little things that count. I’m a slob when it comes to my office. Today, after two months of accumulated bills and documents, I cleaned my desk. Now it is clean, and the difference is remarkable. Today was one of my most productive days. Plus, it felt serene. Clean you desk! It might […]

  8. Are you taking care of yourself?

    The recent discussion about weight loss got me thinking about selling, working with clients, and general vitality/energy. I had been feeling lethargic lately, so I worked out with a boxing fitness trainer this morning. What a workout! After the 90 minutes of drive plus workout time, I felt great. Indeed, I got more done the […]