sales

When is hustling working?

March 8, 2011

If you are a one-person company, then the time you spend hustling to find more work is not in fact working. I realize this may seem counterintuitive at first, but let’s break it down. Is someone paying you to hustle? By that, I mean if you go out and find the work, are there other [...]

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Creating ambassadors and agents of you

February 18, 2011

Last year, with the exception of software development for our company, I pretty much did it all myself. To some extent, the economic times dictated that’s how it had to be for awhile. As the recession eased and our market began to invest in color verification tools again, I was ready. It was time to [...]

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How to do advanced e-commerce with WordPress

February 7, 2011

As of this writing, I am responsible for the e-commerce activities of two sites that run on the WordPress content management system platform. I’ve taken vastly different approaches with these two sites. This post will explain how I manage online stores with multiple products both physical and virtual. The two sites MolkkyUSA.com is a site [...]

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Are you solving business or techincal problems?

December 22, 2010

I just concluded a conversation during which I realized why my success has grown so significantly over the last two or three years. In a nut shell, while ColorMetrix products can be used to solve technical problems that is not what Jim Raffel does. I solve business problems. Solving technical problems is a race to [...]

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Inbound marketing and showing up

December 16, 2010

The best inbound marketing plan in the world will only take you so far. At lest if you’re in the business of delivering high-end B2B solutions. Engagement and sharing on Twitter, Facebook, Linkedin and your Blog will help substantially narrow the number of suspects who could become partner businesses. As a matter of fact, with [...]

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Sellling with ABCs and ABS

December 13, 2010

The title of this post may look like alphabet soup but stick with me for a couple of minutes and it will all make sense. One day, many years ago a seasoned sales professional in the graphic arts industry announced to me that he sells by the ABC method. Being younger than I am now [...]

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How do others present your wares?

December 9, 2010

I had the opportunity to watch a longtime customer and friend present the ColorMetrix story to one of his customer’s the other day. What an invaluable learning experience it turned out to be. I was able to observe which bits and pieces of our product and services offering he feels add value to the relationship [...]

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Offline listening

November 30, 2010

There has been a great deal written about setting up online listing stations in recent years. I’ve set one up myself and have found interesting information about competitors and located prospective speaking engagements. You can listen offline as well it just takes a bit more effort and practice. You have two ears and one mouth [...]

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Selling at (and to) a Higher Level

November 19, 2010

On Thursday December 2nd I’ll have the privilege to share my newest presentation: Selling at (and to) a Higher Level with the Waukesha County Business Alliance – Sales Club (a network of sales professional). I’ve also secured two free tickets and discounted admission for any of you who would like to attend (details on both [...]

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Business Partner or Customer?

November 8, 2010

Just the other day a customer jokingly referred to me as being on the payroll. Well, OK he was probably only half joking as this is a large client when measured financially. It got me thinking, however, why he would say that at all? That in turn reminded me of a comment my brother left [...]

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