The Competitive Advantage

January 11, 2022

8 Last-Minute Ideas For Your 2022 Sales & Marketing Plan

Is your 2022 sales & marketing plan done? If your firm is like a lot of others, you might still be wrapping it up. And even if it is done, it’s supposed to be a living document… to be updated/changed as the year progresses. In either case, I wanted to share a few last-minute tactical ideas for you to consider adding to your plan.

January 4, 2022

Top 10 Sales & Marketing Blog Posts of 2021

Since founding Harpeth Marketing in 2012, we’ve published over 450 blog posts on all kinds of sales & marketing topics in our blog, The Competitive Advantage. In fact, this is officially post #491!

And at this time every year, we look at back at the most-read posts from the previous year. But we’re doing it with a little ‘twist’ this year. Instead of the usual ‘top 10’ list… we’ve got two ‘top 5’ lists:

• The first list contains the most-read articles that were published in 2021.
• The second list contains the most-read articles in 2021, regardless of when we first published them (the year they were published is shown).

December 22, 2021

3 Examples of Really Bad Selling to Stop in 2022

I guess I’m just a magnet for lousy salespeople… I get exposed to horrible selling almost every day. So, I started keeping a file of examples of this behavior and here are three real instances that happened to me just this month.

December 14, 2021

I Stopped Blogging for a Month… And Here’s What Happened

At our firm, we are all big believers in content marketing – for our clients and for ourselves – because of all the great things it can do for a business:

November 9, 2021

Repetition Builds Reputation

Why do the big advertisers run their ads on TV over and over? And over? Simple… repetition works. Sharing your marketing message frequently – over a period of time – builds top-of-mind awareness.

Further, building awareness is an ‘additive’ process… each exposure of your message building on the one before as you slowly climb to that top-of-mind position.

November 2, 2021

Take Good Care of Your Small Clients, Too!

I have been saying for years that, “All clients matter… but big clients matter more.” And I still believe that. Strongly, in fact. But that doesn’t mean you should ignore your small clients or small sales prospects.

For one thing, small clients can grow into big ones. And if you take good care of them when they’re small… they’ll remember you when they’re big.

October 26, 2021

The Sales Trifecta… The Core of Your Selling Efforts

Last week, I wrote a blog post about the Marketing Trifecta… the three fundamental marketing things you need to do to help grow your firm. In this post, I want to talk about the Sales Trifecta… yep, you guessed it – the 3 selling things you must do if you have sales responsibilities for your firm.

October 19, 2021

The Marketing Trifecta: The 3 Tactics You Need to Achieve Your Marketing Goals

In my last post, I wrote about a few different things I would recommend to help you in preparing for putting together your 2022 Sales & Marketing plan. I’ll assume you’ve done all those things (wink-wink), so now, I want to explore the implementation of your plan, particularly on the Marketing side; we’ll talk about Sales implementation in the next post.

Look around… there are a thousand different ways – especially in light of all the technology available to everyone these days – to implement your marketing. But I want to simplify it for you. In fact, not just simplify it, but let you know that this can be done for no (or almost no) cost!