Could “robots” assist your sales A-team?

Yes. To understand why that’s a not-scary thing, first think about any process where robotic tools have proved invaluable. On an assembly line, for example, welding part A to part B precisely, repeatedly, reliably, with never a rest, complaint or pee break. That’s what made factory robots a crucial investment. But sales robots for B2B? Really? For complex purchases? Yes …

Do you know #theOtherSEO?

If you invest in SEO, it’s probably because search engine optimization seems so measurable. (And it is.) But hey: you need the other SEO even more: Sales Efficiency Optimization. SEO success is far and away the best first step on the buyer’s journey, but it’s #theOtherSEO that fills the funnel, feeds the bulldog, unclogs the pipeline and rings the cash register. …

How to identify, then crush, your fiercest competitor

Name two of your competitors. You probably missed the fiercest one. Let me explain. Prospects, the people you want to do business with, are already doing business with Other Guys. (Let’s call them the OGs). You can’t magically invent new human beings, so your challenge is to overthrow existing loyalty, to steal customers away from those OGs. It’s never easy. …

Your brand is in one of five buckets

Whether you’re a babysitter, a bakery, or Berkshire-Hathaway, prospects will mentally sort you into one of five buckets. Your brand will be pigeonholed (instantly!) as: New. Different. Better. Cheaper, or Doomed. “Doomed” may seem a bit harsh, but “forgettable”, “ordinary”, “exaggerated” and “bullcrap” all lead to doom eventually.  “New” is good but temporary. A “blue-ocean” position, which combines “new” with zero perceived …

You can’t manage what you don’t measure.

It is easy to measure “sales” for a business Sales, as most people define it, is a simple number. Checks get deposited, contracts get signed, cash registers ring. Easy peasy, do the math. But but but … things get much trickier when you try to measure what leads up to the sale. The ROI of marketing tactics, for example. The …

Are you a manager … or a coach?

There’s a new book by “the Vince Lombardi of business coaches,” if I may quote myself* Dave Baney’s new book is available on Amazon, and I highly recommend it to anyone who supervises a team. The 3 x 5 Coach is a guide that quickly resolves the “manager vs. coach” question then provides a clear easy-to-follow method to create both …

What’s your business card doing for you?

The back of your business card can be powerful. Or a wasted opportunity. Take a look. Is the reverse side of your business card blank? Colorful but word-free? Full of features and benefits? Or something in between? First of all, if it’s blank you need to rethink your priorities: why throw away the chance to stimulate/provoke/disrupt/encourage/uplift that prospect? To say something …

We turned 30!

Killian Branding should probably settle down. Act our age… But we’re still playing the field… Since December 17, 1987, we’ve worked with brands in every category. B2B, B2C, FMCG, NFP, IT – hey, if it has initials, we’ve helped. Bulldozers to perfume, universities to retailers. Every size, too. Fortunate 100 to startup. All over the map? Yes, we’ve had clients on three …