Bring Out Your Dead

Remember – “Bring out Your Dead? Well, you might be killing your leads too early, too.  In the early 1990s,  I was in charge of US development for a top QSR franchise.  At that time we relied on targeted marketing by DMA (Designated Market Area), trade shows and the display advertising to attract attention to our franchise offering. Ours leads came in by telephone, brochures & applications were mailed and…

Why Passionate Franchisors Cannot Sell, Neil Rackham Explains in Two Minutes.

Neil Rackham is one of the best known modern sales leader who combines expert theoretical knowledge with practical intuitions to deliver effective sales-as-a-process tools. Sales-as-a-process dates back to NCR’s founding father, John Henry Patterson. Rackman, the author of Spin Selling, has updated some of Patterson’s original thinking about how to create an effective sales process. One surprising result is that passion won’t produce sales.  Because passionate people aren’t conscious listeners.…