Image by Michael Giuffrida about marketing

What is inbound marketing and how can I use it for my organization?

Posted on July 18, 2018July 31, 2018 by Michael Giuffrida

With the number of options available to consumers today, many of the traditional marketing techniques get filtered out as “white noise”. Because of this and the importance of the web, many businesses are using newer techniques called “inbound marketing” to achieve their lead generation goals. The basic concept behind inbound marketing is that you draw Read more about What is inbound marketing and how can I use it for my organization?[…]

How do I know if a company that I want to buy is a good fit?

Posted on June 15, 2018July 26, 2018 by Michael Giuffrida

When growing a small business client by client, it can become frustrating that it feels like you are never reaching that “critical mass” that you are looking for. When this happens, many business owner look to supplement their organic growth with growth through acquisition. Making an acquisition to grow your company is a great way Read more about How do I know if a company that I want to buy is a good fit?[…]

How do I determine where my sales people are falling down in the sales process?

Posted on May 30, 2018July 26, 2018 by Michael Giuffrida

While some would argue that sales is more of an art than a science, if you have a struggling sales person, you can definitely apply some science to help determine where the problem lies. As a student of the Sandler Selling System, I look at the sales cycle as if you were moving a prospect Read more about How do I determine where my sales people are falling down in the sales process?[…]

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How do I differentiate my business from the competition?

Posted on November 8, 2017July 26, 2018 by Michael Giuffrida

This age old question will persist forever as new businesses, and therefore new competition,ares created every day. Regardless of how innovative your idea is today, by tomorrow 30 “me too” companies could pop up doing the same thing, maybe for less money since they didn’t have to “invent” it. Of course if you have some Read more about How do I differentiate my business from the competition?[…]

How can I use gamification in my company to increase productivity?

Posted on July 20, 2017July 26, 2018 by Michael Giuffrida

Creating fun and competitiveness in the workplace is not a new concept, but with today’s technology tools and systems, it has become more accessible and more real-time. For many years organizations have created contests for sales people to pit them against each other in hopes of increasing sales….because it works! Sales people by nature are Read more about How can I use gamification in my company to increase productivity?[…]

When should I go for the ‘no’ in sales?

Posted on July 13, 2017July 26, 2018 by Michael Giuffrida

One of the most difficult things for many sales people to hear is ‘no’. It means that all of the work you have put in to gaining this sale so far is wasted and you need to move on. The part that many don’t realize is how freeing it can be to finally get the Read more about When should I go for the ‘no’ in sales?[…]

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How should I compensate my sales hunters?

Posted on June 1, 2017July 26, 2018 by Michael Giuffrida

First note that I did not title this “how much should I compensate my sales hunters?”. What you pay will vary based upon your geography, industry, availability of quality candidates, and the experience of your hunter. This post will focus on how to structure what you pay them to gain the best performance and results. Read more about How should I compensate my sales hunters?[…]

What should my first small business marketing plan look like?

Posted on May 30, 2017July 26, 2018 by Michael Giuffrida

For many small businesses, marketing is an optional thing that you do if you have extra money, which often is not the case. Now that doesn’t mean that they don’t spend money on trinkets and sponsor the local baseball team, its just that they don’t put together an intentional effort to market their business. If Read more about What should my first small business marketing plan look like?[…]

How important is brand identity?

Posted on May 23, 2017July 26, 2018 by Michael Giuffrida

Let’s get right to the point on this one. Having a strong brand identity can be the difference between having a business from which you can make an “ok” salary or having one that thrives and provides well for you, your family in future generations, and the community you serve. Now that we have answered Read more about How important is brand identity?[…]

It’s OK to say “I don’t know”

Posted on May 4, 2017July 26, 2018 by Michael Giuffrida

When starting a new business there is a lot of pressure to be successful. You may have risked your life savings to chase your dream, perhaps borrowed from family, or even gotten a loan or grant to grow your business. So when prospective clients come to you with a question, the natural reaction is to Read more about It’s OK to say “I don’t know”[…]