Marketing

When Opportunity Calls, Answer the Phone

Posted July 19, 2010 - 10:09am by Jim Worrell

Two weeks ago I received a phone call from the editor of the New York Times requesting an interview about drug development in India. Of course, I took the call.

The article, "India Expands Its Global Role in Drug Production", provides a great overview of the drug development trend in India. It is written by the Times reporter in India, (an American), and provides a very balanced blend of information. I suggest you read it. (And please excuse my self-promotion).

It is interesting to note how this call came about. It is part of the marketing mix that helps drive reputation, credibility, and sales.

A Trade Show Is Not A Marketing Strategy

Posted June 30, 2010 - 12:54pm by Jim Worrell

ImageDIA is over for another year. How many leads did you collect?

What kind of follow-up are you doing?

Where are the business cards?  In a database or in a drawer?

While at DIA this year, I spoke with several of my international friends about their marketing strategy for the USA market. They said, "I do this show every year". When asked about how their sales are in the USA, they replied "not growing at all." No wonder...a trade show is not a marketing strategy.

Selling Science

Posted June 25, 2010 - 9:59am by David Worrell

Chemistry, Biology, Pharmacology, Physics, Astronomy, Oceanography...Sales?   If you are a scientist, you appreciate the deep structure and processes in your chosen field.  The table of elements is not random, it reflects a certain order to the universe, and knowing that order empowers you and your business to do great things.

Selling is no less a science than Chemistry or Biology or Astronomy.  There are rules, methods, and structures within the field of sales that the most ardent scientist would appreciate.  

What is your company's brand reputation?

Posted June 24, 2010 - 1:45pm by Jim Worrell

AmeriStart - What is Your Company's Brand Reputation?Quick… what is the ONE thing customers or prospects think about when they think of your company?

If you have to think about it too long, your marketing needs improvement.

A few quick examples using the automotive industry:

• What brand stands for SAFETY?
• What brand stands for PERFORMANCE?
• What brand stands for ENGINEERING?

The Speed of Business in America

Posted May 18, 2010 - 9:24am by David Worrell

America is the land of fast food, fast cars, and fast business.  The title of a popular movie a few years ago was "The Quick and the Dead"...  That about sums up the business culture here -- In America your business can be quick or you can be dead.

  • YouTube is fast -- in just 5 years they've grown to serve 2 Billion customers a day.
  • Apple is fast -- just 4 weeks after launching the iPad, the company announced the second generation

This is not just a cultural phenomenon, it is an established economic reality.  The market is changing faster than ever and opportunities do not last long.  How does this translate into your business?  Good question.  Here's 5 ways to speed up your business and satisfy your American customers....

If You Got Brain Cancer

Posted April 21, 2010 - 3:43pm by Jim Worrell

Let's all hope we never get brain cancer.

But if it happens to me, I'm going to seek out an expert in brain cancer.  Not an expert oncologist that has treated breast cancer, pancreatic cancer or lung cancer.  No. I want someone who has extensive experience in BRAIN cancer.  And guess what, I don't care how much he charges me.  Price is not the issue, expertise is.

This is exactly how your customers / prospect think, too.  Business is so compeitive these days that your prospects can choose from a large variety of solution providers, looking specifically for the one company who can solve their specific problem.  Not something close, but their specific problem.  And they will want to see that the selected company has done it before.  And price is not the biggest issue

Quality is not a Differentiator

Posted April 5, 2010 - 4:49pm by Jim Worrell

Ask 10 companies what makes them different and 9 of them will give you the same answer.... "Quality"

Several of them will also add:  "Our people make the difference".

And one of the most overused phrases:  "We partner with our customers."

Let's get one thing straight... none of the above is going to win you much business.  If the above is the only thing that makes you different, then you've got to dig a little deeper and come up with something better.

Here are some helpful hints:

1.  What do you DO that makes you such a quality organization?  How about stressing:

HOW BIG IS THE USA MARKET? VERY BIG

Posted March 11, 2010 - 6:26pm by Jim Worrell

Business in AmericaEveryone knows the USA is a big market.  I have blogged many times about just how big it is.

Not everyone knows, for example, that California is the world's 7th largest economy.  Just one state out of 50, is a HUGE market.

Today I received an e-mail from the Charlotte, North Carolina Chamber of Commerce telling me that my area, the southern states, is now ranked as the 2nd largest economy in the world.  See the chart below.

Let Us Build Your Clinical Pipeline - New AmeriStart Video

Posted November 6, 2009 - 4:36pm by Jim Worrell

Happy 40th Birthday Internet

Posted October 29, 2009 - 9:24am by Heidi Hillyard

http://jedsundwall.com/img/internet.jpg40 years ago today marks a very important time in the history of technology, the birth of the internet.

At the time of its conception, the affect was unknown. We now know it has forever affected the way we live.  People around the world depend on this technology to communicate with others. Not only are we using it to keep in touch, but we are also using it to do business globally.

So... how did we get to where we are today? Here is the history behind the Internet and how it all began:

Syndicate content