Could “robots” assist your sales A-team?

Posted on May 9, 2018

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? […]

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Need a website autopsy? Or just a checkup?

Posted on Apr 19, 2018

We are offering you a website autopsy. Free. What’s that you say? Your site is alive and well? Well, maybe not well. Well, not up to par. Well then, does your site need a cosmetic touchup – or major surgery? Bandaids or scalpels? An annual physical or resurrection? We offer diagnostic tools plus a couple […]

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Do you know #theOtherSEO?

Posted on Apr 13, 2018

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 […]

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How to identify, then crush, your fiercest competitor

Posted on Apr 5, 2018

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 […]

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Your brand is in one of five buckets

Posted on Feb 19, 2018

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 […]

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

Posted on Jan 28, 2018

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 […]

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Are you a manager … or a coach?

Posted on Jan 6, 2018

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 […]

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What’s your business card doing for you?

Posted on Dec 28, 2017

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 […]

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We turned 30!

Posted on Dec 14, 2017

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, […]

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The Customer Service Delusion

Posted on Sep 21, 2017

Every purchase decision involves emotion. We buy from people we like, we buy from brands we like. Unless you’re selling commodities to robots, reason takes a back seat to feelings. Spock fails at branding. Every time.

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