Practical, Helpful Ideas You Can Start Using Immediately

The Customer Needs Reassessment

April 26, 2020 Spike Santee Articles About Business, Articles About Motivation, Articles About Sales And Selling 1 comment

Dan was considered a successful salesperson. He had an extensive list of customers and significant annual billing. Dan’s clients liked him because he always got them a “deal” with his company. Like most salespeople, Dan saw a dramatic drop in his business when COVID-19 hit. March was rough, April was terrible, and May looks awful. Recently, Dan learned that his biggest customer was now buying from Dan’s competitor. When he called to find out why the customer said they were making new plans and felt like the other vendor was more focused on their unique needs.

Denny’s Plays Marketing Games

April 24, 2020 Spike Santee Articles About Advertising, Articles About Business No comments

Effective advertising is measured by customer engagement. Your brand must engage with customers on an emotional level to create a meaningful and profitable relationship. The international restaurant chain, Denny’s has decided to play games with their marketing and it is a big winner!

You Need a New Commercial Now

April 23, 2020 Spike Santee Articles About Advertising, Articles About Business, Articles About Motivation No comments

History shows that pulling back or canceling your advertising during the COVID-19 pandemic will cost your company more in the long run than what you think you are saving in the short term. Finding the strength, and the money, to stand firm in the face of economic decline is the challenge. Developing the right message is essential.

Four Keys to Productively Work From Home

April 16, 2020 Spike Santee Articles About Business, Articles About Motivation No comments

Despite reports over the past few years about the benefits of working from home, the current effort to maintain productivity by working from home during the pandemic could backfire and generate a productivity slump that threatens economic growth for years to come, says Stanford economist Nicholas Bloom.

The Ideal Qualified Prospect

April 15, 2020 Spike Santee Articles About Advertising, Articles About Business, Articles About Management, Articles About Radio And Radio Advertising, Articles About Sales And Selling 2 comments

High-performance salespeople don’t waste their time chasing after low-probability deals that are unprofitable, unqualified, are not in the buying window, don’t have a budget, or can’t buy. High-performance salespeople know they will close more deals and make more money when they know how to identify and pursue the Ideal Qualified Prospect.

What Color is Your Parachute

April 14, 2020 Spike Santee Articles About Business, Articles About Motivation, Articles About Teaching And Education In The Workplace No comments

The term “golden parachute” describes an agreement between a company and an employee, whereas the employee will receive certain significant benefits if the company terminates the employee. These benefits include severance pay, cash bonuses, stock options, or other benefits. Companies created golden parachutes to attract and retain skillful business leaders. But golden parachutes have come to represent excessive compensation regardless of the executive’s performance, even if they are forced out for poor performance, even a scandalous event. If COVID-19 has displaced you, what color is your parachute?

An Ill Wind that Blows No One Any Good

April 3, 2020 Spike Santee Articles About Business, Articles About Motivation No comments

You are feeling the effects of the economic slowdown of the COVID-19 pandemic. You are worried about your personal life, your family life, and your professional life. There is so much uncertainty; life today can be downright scary. What are you supposed to do?

Did You Make the Problem Worse

April 2, 2020 Spike Santee Articles About Advertising, Articles About Business, Articles About Motivation, Articles About Sales And Selling No comments

The COVID-19 pandemic has affected our economy, unlike anything we’ve ever seen before. The stay-in-place orders have hit the retail sector hard, causing advertisers to cut back or cancel their advertising altogether. As you watch your advertising sales dwindle, and you search for an answer, ask yourself, “Did I make the problem worse?”

Don’t Be Afraid to Call

March 27, 2020 Spike Santee Articles About Business, Articles About Management, Articles About Radio And Radio Advertising, Articles About Sales And Selling No comments

The response to the COVID-19 virus has turned everything as we know it, upsidedown. Communities are on “stay-at-home” orders. Some businesses have closed their doors—a record number of people filed for unemployment. If you still have a job, you’re dealing with how to be productive from home. And to top it all off, your boss wants you to get on the phone and call your customers!

Should I Stop Advertising?

March 26, 2020 Spike Santee Articles About Advertising, Articles About Business No comments

People are asking me if they should cancel their advertising until things get better. In a word, “No!” I say, “If you are not advertising already, now is the time to get started!”