Content Strategy and Words for Business on the Web • • Feature Post Sales vs. Marketing

Archive for May, 2008

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Word Sell Wecognizes Wascally Wabbit Wizard

Friday, May 30th, 2008

Mel Blanc, the voice of Bugs Bunny, Daffy Duck, and a host of other unforgettable cartoon characters, was born on this day in 1908. Any lover of words and language who has a sense of humor will have a tender spot in his or her heart for this grand master of cartoon communication. If you have 8 minutes to spare, check out this Mel Blanc tour de force.

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Sales Rep Blogs - Branding Opportunity … or Not

Friday, May 30th, 2008

In the past few weeks I’ve noticed several business blogs started up by B2B and B2C sales people. Some of these bloggers are talking about their industry and services; others are talking about personal stuff. Either way, these folks are using their initiative and being very smart. They’re opening up a new channel to communicate with customers and attract new ones.

From the company’s point of view, I’d want to be out in front of this trend. Can you imagine a firm with 10 or 100 or 1000 sales reps all running their own blogs? What would that do to the firm’s branding, with every blog looking different and communicating a different message?

Danger! Avoid Brand Fragmentation
Companies should take the initiative. Why not create an area on the corporate site for sales blogs? Give the bloggers as much freedom of expression as possible, naturally, but at least provide a consistent blog design and commenting policy. Better to reinforce a firm’s existing brand than sit by passively while 10 or 100 or 1000 new brands are created.

Am I stating the obvious? Do you know companies who are sponsoring sales rep blogs now?

– Brad Shorr, Word Sell, Inc.

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Shifting Values Support Business Blogs

Thursday, May 29th, 2008


Over the almost 30 years I’ve been in business, the communication landscape has changed incredibly. However, if you’re an executive who is isolated, as I was for a long time, you could easily miss it. But I think all these changes explain why business blogs are becoming popular, and why they will be everywhere in the not too distant future. Are you seeing the same changes?

Filters vs. no filters. In the old days, power was defined by how many screens you had in front of you — a switchboard operator, a personal secretary, a Vice President of Nobody Knows What He Does. Today, leaders speak directly to the market through blogs, at shareholder phone conferences, on national radio and TV. Power is defined by transparency. The CEO (misnomer) Blog List I follow has 272 listings as of February 1 2008. (more…)

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Prisoner of Microsoft? Escape to Open Source

Wednesday, May 28th, 2008

If you’re using Microsoft to run your business because you have to, not because you want to, consider open source. You have software options that can save money and do a better job. Randy Kemp, a technical copywriter, business associate, and all-around fascinating guy, agreed to share some ideas on open source software. Thanks, Randy!

Open Source – Is It All Hype or Just Good Software?
By Randy Kemp

Open source software: Is it hype or just good software? Well, before we go into this question, we really need a definition. Let’s start with this good, basic definition of open source. They say, “Open source software is software for which the underlying code has been made available for users. Users are then able to read it or change it as they wish.” This is a good definition. But how do we find good open source software, if such a thing exists? (more…)

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Finally, My Updated Blogroll

Tuesday, May 27th, 2008

Been trying to get caught up on my blogroll, along with trying to digest scores of outstanding new blogs I discovered via SOBCon08.

New additions to my updated blogroll —

Erik Potter I’ve been reading Erik for a while; since he started blogging, actually. He writes from the heart.

Kristen King A SOBCon connection. She writes with zest about writing — I like it!

Chris Cree A really nice guy with admirable aspirations and real spirit. Met though Bob Hruzek. (more…)

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How to Start Reading Blogs

Monday, May 26th, 2008

Cartoons by Word Sell
When I speak to small and medium size business audiences on business blogs, there are usually a fair number of people who have never read a business blog. Truth be told, reading blogs is the best way to understand them, and taking a thoughtful survey of the blogosphere is the first step in determining whether a blog is right for your business. So, if you want to start reading business blogs, here’s what you do.

1. Learn what RSS feeds are and how they work.

2. Open a Google Reader account so you can start subscribing to blogs. Google Reader is intuitive and widely used and has a lot of useful indexing and sharing functions you might want to use down the road. (more…)

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Another Story about Falling Down Mountains

Friday, May 23rd, 2008


You all seemed to enjoy my story about falling down a mountain, in fact, it brought back some memories of your own falls which you were kind enough to share. Your comments made for some entertaining reading, for sure!

Anyway, when you live in Colorado as I did, you usually wind up with more than one story about falling down a mountain. Well, I’ve got several, so I think I’ll run a series. Do these stories have any connection to small business sales and marketing? Well, if it’s good business to get up after you stumble, consider these posts teaching by example.

SKI - DADDY!

When I was in high school, I should not have been allowed on the ski slopes. I was a football player with a deadly combination of physical attributes — I was big (240 lbs), strong, and clumsy. This can be a problem on skis, as you will see. (more…)

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Happy Birthday, Bernie Taupin

Thursday, May 22nd, 2008

Bernie Taupin writes lyrics for Elton John. They cranked out an astounding number of unforgettable pop tunes during the ’70’s and ’80’s that still sound great today. Taupin’s lyrics tended to be a little surreal and idiosyncratic, but boy, there were times when he could touch your heart. Take Your Song, Elton John’s breakthrough hit in the U.S.

Words for Nerd Update - Glower
Word Sell readers have the vocab mojo. 90% knew (or guessed) that glower means to stare at with annoyance or anger. How do you like the new survey format?

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Real Life Sales Stories - Responding to Pressure

Thursday, May 22nd, 2008


Intimidation tactics. Buyers sometimes use them, so seller beware.

Once I was making an extremely delicate call with a sales rep who had sold a large customer several packaging machines that were failing to live up to the customer’s expectations.

Even though the customer was largely responsible for the problems, they were becoming exceedingly frustrated because things were not getting resolved. SIDEBAR LESSON - Problems don’t get better with age.

The sales rep and I had rehearsed carefully and were confident we could take control of the meeting. How wrong we were.

Just as we were getting comfortable in the buyer’s small, windowless office, the high-powered plant manager unexpectedly walked into the room. We did not know him very well, but it was plain to see he was several stages beyond mad. The first words out of his mouth were these.

“I’ve had it up to here with you *$*&@# people. You sold us machines that didn’t work, you’re not taking care of it, and we’re not going to deal with it or you any more. You can talk it over because we frankly have more important things to do right now, but we expect these machines out of here before the end of the week.” (more…)

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Words for Nerds - Glower

Wednesday, May 21st, 2008


Hi there, thought I’d try to kill two birds with one stone by trying a new format for Words for Nerds and playing around with Survey Monkey at the same time. (Please let me know if the survey link doesn’t work - thanks.)

Today’s Word for Nerds is glower. Not too tough a word, but tricky.

The photo may or may not be a clue. Test your vocabulary skills now –

Click Here to take survey

I’ll report back later with the survey results and the correct definition (like you couldn’t look it up yourself!).

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