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What’s the difference between marketing and sales?

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It’s common to hear “marketing” and “sales” used interchangeably. In reality, they each have distinct characteristics. Startup entrepreneurs need to know the difference, so they can approach each with purpose while embracing how they need to work symbiotically to achieve success.

Marketing? Sales? What’s The Difference?

To put it simply, Marketing encompasses everything you do to reach and engage prospects.

Marketing is typically a media-driven function. It involves the use of print, online, and word-of-mouth communications to drive brand, product, and service awareness.


Marketing-related activities may include:

  • Conducting market research to determine needs within your target market.
  • Setting standard pricing for products and services.
  • Raising awareness of your company and its products and services within your target markets using various media and platforms.
  • Creating collateral and communications to support your salespeople in their efforts.

Sales encompasses everything you do to seal the deal with the customer.

Sales is typically a people-driven function. It involves human-to-human connections to build and nurture relationships.

Sales-related activities may include:

  • One-on-one, face-to-face interaction with prospects and customers.
  • Careful evaluation of specific customers’ needs.
  • Solutions-selling to meet specific customers’ needs.
  • Proposing special pricing when situations require straying from standard pricing.
  • Asking for the sale and getting a contract signed.
  • Follow up phone calls and email messages to keep the lines of communication open.

Blurred Lines

Realize that while marketing and sales have distinct characteristics, the lines between them have become blurred to a large degree with the advent of social media. In the past, sales professionals were primarily accountable for establishing and maintaining relationships with prospects and customers. But now, that responsibility also falls on the shoulders of marketers using channels such as Facebook, Twitter, Instagram, Google Plus, and others.

Whether you are personally responsible for your small business’s marketing and sales or if you have employees performing the functions, you need a strategy to ensure your efforts are aligned. If you need guidance in how to make your marketing and sales activities complement each other so you can build and grow your company, contact your local chapter of SCORE. With expertise in every aspect of starting and operating small businesses, SCORE mentors are a wonderful resource to help you succeed.

Since 1964, SCORE “Mentors to America’s Small Business” has helped more than 10 million aspiring entrepreneurs and small business owners through mentoring and business workshops. More than 11,000 volunteer business mentors in over 320 chapters serve their communities through entrepreneur education dedicated to the formation, growth and success of small businesses. For more information about starting or operating a small business, call 1-800-634-0245 for the SCORE chapter nearest you. Visit SCORE at www.score.org.

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Business

A true page turner for new hires: the handbook

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The latest hot crime novel just dropped. It’s a real page-turner, and you have it. Your heart pounds, and you want to start flipping pages. There’s just one problem. The book in front of you is the employee handbook. Not exactly a best seller, huh?

Unfortunately, 60 percent of employees skip reading the employee handbook altogether. While reading company rules, regulations and policies aren’t exactly thrilling, understanding all of the above is vital.

Knowing how to use personal days or file for vacations may help you get more R&R when needed. Sometimes days roll over, sometimes, they don’t. Some companies are fine with you taking two weeks off, others may limit vacations to a week. So on and so forth.

The employee handbook can keep you out of hot water as well. Showing up 10 minutes late at your old job may not have been a big deal. But at your new job, that might result in a write-up and a black mark on your record. Likewise, there may be specific instructions for handling company documents, using company vehicles, or whatever else.


Employees, new and old, may be looking to impress their bosses and the organization as a whole. The right moves now could result in a raise or promotion later. By reading the company handbook, you can develop a feel for your organization and its priorities. So before you jump into the latest novel topping the charts, take a dive into the company handbook.

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How to welcome a teleworking employee

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Telecommuting has become increasingly popular in recent years. It allows companies to recruit qualified talent across the globe. If your company is about to welcome a new telecommuting employee, here’s how to do it.

• Talk about the company. Describe the company’s mission, values, and other information to help employees develop a sense of belonging.

• Present your tools. Familiarize the employee with the tools, software, and online platforms the company uses daily.

• Offer mentoring. Ensure the new employees know they have someone they can lean on and contact if they need help. This will help them feel at ease.


• Introduce the team. Set up a video chat to introduce the entire team. You can reserve extra time for the employee to get to know the colleagues they’ll be working with directly.

• Follow up. Ensure new employees receive feedback from their immediate colleagues in the first few weeks to help them adjust. The recruit should feel free to ask questions without fear of judgment.

Are you looking for telecommuting employees to join your team?

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Business tips from the greatest showman

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Learning from one of the greatest showmen in history is certainly a good place to start if you want to learn how to grow your business. P.T. Barnum is still a household name, even though his famous circuses are no longer so popular with audiences. While Barnum is most famous for the Ringling Bros. and Barnum & Bailey Circus, the entrepreneur dabbled with running a newspaper and museum, among other things.

In 1880, Barnum published “The Art of Money-Getting or Golden Rules for Making Money,” and to this day, many of the insights remain helpful. For one, Barnum recommends that whatever you do, make sure you do it with all of your might. Many markets are crowded, and if you put in only a half-hearted effort, you’re only going to get half-hearted results.

Given his own eclectic career pursuits, you might think that Barnum would champion throwing lots of things at the wall and seeing what sticks. In practice, however, he urged focus, stating, “Many a fortune has slipped through a man’s fingers because he was engaged in too many occupations at a time.”

Barnum also urged entrepreneurs to follow developing events. In his day, that meant reading the newspaper. Today, many folks prefer podcasts and visiting news websites. But the medium doesn’t matter — the content does. By staying abreast of developments, entrepreneurs are in a better position to tap into opportunities and mitigate threats.


P.T. Barnum passed away in 1891, but the Barnum and Bailey Circus lived on, bought out by Ringling Bros. Circus in 1907. The Ringling Bros. and Barnum & Bailey Circus shut their doors in 2017 following declining ticket sales and animal rights protests. However, the Ringling Bros. and Barnum & Bailey Circus are set to return in 2023. This time around, animals won’t be used in the acts.

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4 strategies for retaining your employees

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As the job market becomes increasingly competitive, it can be challenging to retain your employees. Here are four strategies to help keep your talent.

1. Focus on communication. Communicate openly with your employees. Listen to their concerns and be open to new ideas. Let them know they’re heard and that you take them seriously.

2. Think about development. Employees often quit because of a lack of advancement opportunities. Therefore, provide training so your employees can develop their potential, avoid boredom and take on new challenges.

3. Offer benefits. Ask your employees what your company could improve and add these to their benefits and perks. For example, you could include group insurance, paid holidays, yoga classes, flexible working hours, and telemedicine.


4. Get out of the office. Create opportunities for your employees to socialize and have fun in a context that doesn’t revolve around work. Use the opportunity to celebrate their successes.

Employee retention also depends on effective recruitment. Therefore, use a specialized agency to start your talent search today.

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Odd jobs: How the mud man makes baseballs fly right

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It’s a closely guarded secret, passed down from generation to generation. It helps save lives and is integral to a multi-billion dollar industry. It’s mud. Yes, mud. And Major League Baseball (MLB) currently depends on this mud to provide ball traction and to ensure a strong grip, thus reducing errant balls.

You see, baseballs fresh from the box are quite slippery. And if pitchers lose control of the ball, someone could end up hurt or even killed. Mud can be used to increase grip while still maintaining the classic look of a white baseball.

But not just any old mud will do. In fact, the mud all comes from a specific place, a top-secret spot on a New Jersey river. And the MLB depends on one man, Jim Bintliff, who may be the only person alive who knows where to find the mud.

Bintliff learned the secret of the mud’s location in 2000 when his parents passed it on to him. An MLB player, Russell “Lena” Blackburne, first discovered the mud and its deglossing properties in 1938. The mud quickly became popular throughout the league, and barrels of it can now be found in every MLB stadium.


In 1968, Blackburne passed on the secret location of the mud to a close friend, who just so happened to be Jim Bintliff’s grandfather. Grandpa eventually passed the location on to Jim’s parents, who then passed it on to him.

Mudding new baseballs is now a time-honored tradition. That said, the mud’s days may be numbered. MLB is exploring ways to create a baseball that will provide excellent grip without mud and without interfering with the baseball’s many properties.

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Cloud computing: the environmental impact of the virtual world

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The internet is often referred to as the virtual world. Despite its intangible nature, it relies on many tangible resources, especially when it comes to cloud computing. Here’s a look at the environmental impact of the cloud.

What’s cloud computing?
Numerous companies make a living by storing personal files like photos and videos on internet servers instead of physical devices. This storage space is called the cloud because the data is suspended and readily accessible from anywhere.

What are the environmental impacts?
The growing popularity of cloud storage has led to the need for massive data processing hubs. These systems use a lot of energy and produce a lot of heat, which requires environmentally unfriendly cooling processes.

Moreover, these installations must be fail-safe, requiring large battery backup systems and generators. In short, storing information in the virtual world requires many resources. It also creates quite a bit of industrial waste.


However, cloud computing does have its advantages. For example, software programs can be downloaded from the cloud, eliminating the need for millions of compact discs. Additionally, this technology makes it easy to work from home, which helps reduce fuel consumption.

Despite these pros and cons, we need many more studies to measure the true environmental footprint of the cloud.

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Upcoming Events

Oct
5
Wed
6:30 pm Front Royal Wednesday Night Bingo @ Front Royal Volunteer Fire Deptartment
Front Royal Wednesday Night Bingo @ Front Royal Volunteer Fire Deptartment
Oct 5 @ 6:30 pm – 9:30 pm
Front Royal Wednesday Night Bingo @ Front Royal Volunteer Fire Deptartment
Bingo to support the American Cancer Society mission, organized by Relay For Life of Front Royal. Every Wednesday evening Early Bird Bingo at 6:30 p.m. Regular Bingo from 7-9:30 p.m. Food and refreshments available More[...]
Oct
8
Sat
11:00 am Fall Farm Days: Life on the Farm @ Sky Meadows State Park
Fall Farm Days: Life on the Farm @ Sky Meadows State Park
Oct 8 @ 11:00 am – 4:00 pm
Fall Farm Days: Life on the Farm @ Sky Meadows State Park
Historic Area. Come back to the family farm at Sky Meadows. Explore the park’s sustainable farming practices, visit the barred plymouth rock hens, learn about our cattle operation in partnership with the Department of Corrections’[...]
11:00 am The Farmer’s Forge @ Sky Meadows State Park
The Farmer’s Forge @ Sky Meadows State Park
Oct 8 @ 11:00 am – 4:00 pm
The Farmer’s Forge @ Sky Meadows State Park
Historic Area. The forge is fired up and the blacksmiths are hard at work in the Historic Area. Members of the Blacksmith Guild of the Potomac have set up shop and are ready to show[...]
Oct
9
Sun
10:30 am Bethel Life Revival 2022 @ Bethel Assembly of God
Bethel Life Revival 2022 @ Bethel Assembly of God
Oct 9 @ 10:30 am – 12:00 pm
Bethel Life Revival 2022 @ Bethel Assembly of God
Please join us on October 9th at 10:30am and October 10th-12th at 6:30pm nightly for a special series of services with Johan Bruwer. Johan is from Bloemfontein, South Africa, and will deliver a very inspiring[...]
11:00 am Fall Farm Days: Life on the Farm @ Sky Meadows State Park
Fall Farm Days: Life on the Farm @ Sky Meadows State Park
Oct 9 @ 11:00 am – 4:00 pm
Fall Farm Days: Life on the Farm @ Sky Meadows State Park
Historic Area. Come back to the family farm at Sky Meadows. Explore the park’s sustainable farming practices, visit the barred plymouth rock hens, learn about our cattle operation in partnership with the Department of Corrections’[...]
11:00 am The Farmer’s Forge @ Sky Meadows State Park
The Farmer’s Forge @ Sky Meadows State Park
Oct 9 @ 11:00 am – 4:00 pm
The Farmer’s Forge @ Sky Meadows State Park
Historic Area. The forge is fired up and the blacksmiths are hard at work in the Historic Area. Members of the Blacksmith Guild of the Potomac have set up shop and are ready to show[...]
Oct
10
Mon
11:00 am Fall Farm Days: Life on the Farm @ Sky Meadows State Park
Fall Farm Days: Life on the Farm @ Sky Meadows State Park
Oct 10 @ 11:00 am – 4:00 pm
Fall Farm Days: Life on the Farm @ Sky Meadows State Park
Historic Area. Come back to the family farm at Sky Meadows. Explore the park’s sustainable farming practices, visit the barred plymouth rock hens, learn about our cattle operation in partnership with the Department of Corrections’[...]
6:30 pm Bethel Life Revival 2022 @ Bethel Assembly of God
Bethel Life Revival 2022 @ Bethel Assembly of God
Oct 10 @ 6:30 pm – 8:30 pm
Bethel Life Revival 2022 @ Bethel Assembly of God
Please join us on October 9th at 10:30am and October 10th-12th at 6:30pm nightly for a special series of services with Johan Bruwer. Johan is from Bloemfontein, South Africa, and will deliver a very inspiring[...]
Oct
11
Tue
6:30 pm Bethel Life Revival 2022 @ Bethel Assembly of God
Bethel Life Revival 2022 @ Bethel Assembly of God
Oct 11 @ 6:30 pm – 8:30 pm
Bethel Life Revival 2022 @ Bethel Assembly of God
Please join us on October 9th at 10:30am and October 10th-12th at 6:30pm nightly for a special series of services with Johan Bruwer. Johan is from Bloemfontein, South Africa, and will deliver a very inspiring[...]
Oct
12
Wed
6:30 pm Bethel Life Revival 2022 @ Bethel Assembly of God
Bethel Life Revival 2022 @ Bethel Assembly of God
Oct 12 @ 6:30 pm – 8:30 pm
Bethel Life Revival 2022 @ Bethel Assembly of God
Please join us on October 9th at 10:30am and October 10th-12th at 6:30pm nightly for a special series of services with Johan Bruwer. Johan is from Bloemfontein, South Africa, and will deliver a very inspiring[...]