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Rick Stephens, Principal Advisor

Accredited Executive Associate of the Institute for Independent Business

Marketing and selling are not the same things. Many entrepreneurs are often times very good sales people. They may even have a fairly strong background in selling and can do quite a bit with a product in terms of sales without ever having a true understanding of the dynamics of the market place. These entrepreneurs have convinced themselves, though erroneously, that because they have had success in sales that they have also mastered marketing.

In reality, though, selling is only one aspect of marketing. That is, once you have identified your prospects and have determined the best approach to reaching them, only then do you move into the sales process, which is convincing prospects to buy your product or service. If you haven't done your marketing homework, you can easily fail when it comes to selling. And if you are fortunate enough to convince a random group of individuals or companies to buy your product or service, without some notion as to why you selected them, your success may simply be a testimonial to your sales talents rather than your marketing skills.

Below are some resources to help with your marketing efforts.