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The meaning of the adjective radical is "not bound by traditional ways or beliefs." Here are the "must dos" of a seasoned business unit's radical salesperson and marketer.

By Profit_Repair

No stone goes unturned in your search for new leads and clients; no sales idea is too silly or stupid to try; you sell to everyone, every day, no matter what their size; you sell more than you market; you utilize yield management techniques; you just do not leave collateral, you collect a database for follow-up; you go down swinging and then get back up for another round; you are always in "selling mode;" you network, not just talk to people; you are "it," no one but you can make it happen; when you fail, you succeed by learning from it; you start your day with a goal and focus on its achievement; you look for ways to sell to prospects that others are not; you carry your business cards with you everywhere; wherever you go you see a future client; no matter how many no's they have given you, you write down phone numbers from passing businesses on the street; you see customer obstacles as an opportunity to get testimonial referrals from them by meeting their expectations; you work on the probability theory; you radiate confidence and bring direction to clients; you take ownership of your sales 100%; you are out finding new revenue generation that your competition never knew existed and selling to them before they do; you see doors of opportunities, not slammed ones in your face; you are asking for the sale every time, in all possible ways, with each client you communicate with; you are a relentless "door knocker" and grass roots marketer; you look at your sales reports for new business that purchased from you; you drive the desire and passion for each sale with every presentation; you fight tooth and nail to retain a client and make new ones every day when you come into work; you smile until it hurts just to go to bed and wake up to attack your business leads all over again tomorrow.


Are you ready for the challenge? Are you ready to become a radical salesperson and marketer for your business unit? Why not? Are you afraid to get a little emotional about your sales and marketing? Only emotional selling sells to clients on a regular basis with consistency. No one wants an order taker in their sales department; your product line is not that special to afford you that luxury. If you are not emotional about the product line that you represent, your sales will never reach full capacity.

Keep it (sales and marketing campaigns) simple (KIS theory) for the biggest bang with the fewest bucks! Oh, by the way, the above sentence is the longest sentence in this blog. Do you know the reason why? Because it is aggressive and unconventional and "not bound by traditional ways or beliefs," just like what a radical sales and marketer for your business unit needs to be.


Go be radical today!


Dedicated to the Mission!


Tom Marquardt, The Profit Repairman®
(239) 561-2591
(239) 561-3589 (fax)
SBC Team

Green-ward To Success

Posted by SBC Team Jul 22, 2008

There are more resources than ever available to America's eco-friendly entrepreneurs. Take advantage and help your green business stand out from the pack.


By Max Berry


It's common knowledge among small business owners that going green has a positive effect on the environment. Perhaps less known is how to successfully manage your green business in a world where more and more entrepreneurs are laying claim to the word. The secret may lie in the acknowledgement that words alone will only get you so far. "Anyone can say they're green," says Joel Makower, Executive Editor of "These days, to gain marketing penetration to a significant level, you have to have a system as well as a standard."


Indeed, with so many businesses branding themselves as green, simply wearing the color is no longer enough for those looking to stand out. You need to prove, to your employees and associates as well as your customers, that the green you wear is more than just fashion.

The first step to success in any business, green or otherwise, is a devoted team. And a little green never hurt morale. "Going green is valuable when it comes to attracting talent," says Makower. "People want to work for a ‘good' company, and they can get frustrated if their employer isn't doing all that they can." Doing all that you can is one of the surest ways to earn the loyalty and respect of your employees. It's also a way to build a valuable network of connections in your field.


Green Networking

Whether you're new to the world of green business or a seasoned pro, making yourself known to your eco-business brethren is never a bad idea. There are countless industry-specific associations committed to introducing, educating, and uniting green business owners. The Organic Trade Association ( bills itself as an "association for all sectors of the organic industry, from farm to retail, and for all other types of products." The International Ecotourism Society ( is a non-profit organization providing similar services for the most eco-conscious members of the travel industry.

There are also more general resources available for those with earth-conscious business models. Green Options Media ( provides a network of blogs focused on sustainable businesses in all industries. Makower's own offers blogs, case studies, and environmental news for all forms of green businesses.

Taking advantage of services like these-or taking part in any other activity that helps you stay in touch with like-minded entrepreneurs and keep abreast of the latest green innovations and trends-will supply you with ideas to help you maintain your own patch of ground on the green landscape.


Getting to the Customer

Once you've surrounded yourself with a reliable network of cohorts and colleagues, the next order of business is the customer. And there are just as many resources available for green-minded consumers as there are for eco-friendly entrepreneurs. Green J ( and Eco Firms ( are search engines designed to connect consumers interested in greener products and services with the businesses they seek. Also available are similar industry-specific services. Eco Hotels of the World ( is, as the name would suggest, a database of the world's greenest hotels. Green Home Guide ( provides the same service for those looking for eco-friendly home and garden products. Registering your business with a consumer service like this will make it easier for the green-minded customers you're after to find you. Taking the time to associate your business with this sort of network will also be an indication to consumers that you are serious about your commitment to sustainable business.


B2B: Consider Certification

Business-to-business firms face even more pressure to prove their commitment to sustainable business practices, as their clients, considering the needs of their own end consumers, are becoming more aware of the demand for environmentally safe goods and services. "In some industries, being green is table stakes, says Makower. "It's the price of entry, so you have to say it. But in a B to B, you have to prove it."

The problem then becomes how to go about proving it. As Makower concedes, "We don't have a definition of green business. We don't have an answer for how good is good enough."

One way to assure your buyers of the ecological integrity of your product or service may be to have it certified as environmentally sound. OneCert ( is a certification service, accredited by the USDA, which gives an official stamp of approval to qualifying organic agricultural products. This kind of federal certification does not exist for every industry, but many local governments offer similar certification programs for green businesses. As Makower points out, all nine of California's San Francisco Bay Area counties offer certification programs for sustainable businesses.

As a nation, we have not yet reached the point where this type of certification is federally and comprehensively regulated. But seeking some form of certification ( offers a list of certifiers) will, in the worst case, show you ways in which your business can do more to help the environment. And bearing the endorsement of an outside agency will demonstrate to customers that you are serious enough about your commitment to greener business to invest the time in proving it.

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