I have only been signed up for SmartBrief for a week but I am already finding it a useful addition to my daily routine. SmartBrief provides daily news to your email on the industries you choose. Recently, they were one of the sponsors of Advertising Week.

I know that in the sales world research is one of the fundamental daily tasks that must be followed to be ahead of your competitors and get the client, but I have a sneaking suspicion that in the Business of Graphic Design, we do not spend much time researching our prospective clients or even our current ones.Some of the sites I go to first:PR WebYahoo!

I read an article in StartupJournal this morning on Short:The shorter the proposal, the higher the hit rate,” says Don Weintraub, president of Rainmaker Associates, a consulting, training and executive-search company based in Byfield, Mass. “When we talked to the salespeople who were the ones associated with the short proposals, they said the only way you can write a short proposal is to really understand the needs of the customer.” And, he adds, do all your selling before you write it.

I spend most of my time saying yes and trying to get other people to say yes, but what about saying “No”? Being a person who has always wanted to please everyone, I seldom say no. I need to work on this.

The boys at 30 Second Rule have launched a new project called Elevator Pitch.

Twice a day, every weekday, I often find myself fighting the battle to stay productive on my 1.5 hour train ride to/from NYC. Today I am reminded that when i find myself staring out the window I should open my computer or datebook, turn on my ipod, and start cracking. My problem isn’t necessarily that I don’t want to work its that I work all the time, so in some ways it feels like my body tries to tune out for 3 hours a day and just veg!INSERT SCIENTIFIC STUDY HEREI shouldn’t embellish though.

Here is a nice reinforcement to my post last month about Thank You Notes. I find it so wild how well received my hand written notes seem to be to my clients.

Now what I wanted was binders, I could get them in Staples or some internet discount site or from a vendor who specializes in these types of products, so telling me I could get “what I want” doesn’t make a lot of sense…. She was selling features, “It’s customized,” rather than benefits, “It will make your product unique and it will make it stand out…. Her recently released, self-study program, Cold Calling College, along with her book, Cold Calling for Women, can be ordered by calling toll-free (866) 405-8212 or visiting http://www.wendyweiss.com.

Over at Business Know HowHow To Seal The Deal In Seven Seconds:1. Learn What People Use to Form Their First Opinion
2…. Never Leave the Office Without Your Business Cards
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New Sales Mindset: Your goal is always to discover whether you and your prospect are a good fit…. Old Sales Mindset: When prospects offer objections, challenge and/or counter them.New Sales Mindset: When prospects offer objections, validate them and reopen the conversation. Old Sales Mindset: If prospects challenge the value of your product or service, defend yourself andexplain its value.