Search results for sales
- 21
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Referrals happen, thank goodness, but for too many, they happen randomly, almost accidentally. One of the keys to tapping the systematic generation of referrals is to identify and address the customer touch points that add up to lead a customer to the logical and emotional decision that your organization is referable.
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An interview with Seth Godin in which he explains the importance of knowing when to quit. Of course, it's not really about quitting. More like "don't get started unless you're willing to sacrifice and go all the way not matter what." It also seems to be able weighing possibilities better and ignoring all but the low hanging fruit (my take on
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- 16
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If you think you know the best day or time to follow up on a Web-generated lead, you’re probably wrong. Here's a peek at one marketer’s results from a study on this issue.
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- 15
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As customers become more cautious and more skeptical, so does the need for great testimonials become more critical. Most of us have a few testimonials, but almost no one has a process for systematically going after them as a strategic priority. Social proof is one of the most powerful selling tools available and Street-Smart Marketers make it a pr
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- 14
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It’s every company’s nightmare: a competitor enters your market with a similar product priced at a fraction of what you currently charge. You need a strategy for beating the low-ballers. So what’s the best way to proceed?
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- 14
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Walk into any McDonald's, order a Quarter Pounder, and the clerk will invariably ask, "Do you want fries with that?" Each affirmative answer adds $1 or more to that particular sale. If just a fraction of McDonald's' 54 million daily customers say yes to that question, that's millions of extra dollars in the burger biggie's pocket.
The sa
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- 14
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Selling B2B is “consultative,” but there’s a point where you need to turn the meter on.
The concept of “consultative” selling is that the sales professional should be adding value from the very start of the customer relationship. However, if that concept is taken too literally, you can end up providing free services to a prospect that never int
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- 13
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Here’s a quick tip that can really increase your ability to move a sale forward, especially if you’re new to selling. Many jobs have a characteristic “voice” — a way of speaking (tonality, rhythm, vocabulary, tempo) that identifies the speaker as a member of that profession. One of the easiest ways to spot a newbie salesperson is that they've got
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- 13
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Stand out from your Competiton! How to Become a Marketing Innovator, Increase Visability, and Make a Lasting Impression!
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- 13
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Your sales manager probably told you to ask these question of every customer, but every time you do, you’re shooting yourself in the foot. The dumb questions are: Do you have the budget for this? Who is the decision-maker? Don’t get me wrong. You need to know the ANSWERS to these questions, but coming right out and asking them is about as effectiv
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- 12
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Billions and billions of dollars a year from every industry and various product lines are spent to perform these above functions. Do you? No, not spend billions of dollars, but do you incorporate top of mind awareness and brand recognition within every one of your sales and marketing calls?
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- 12
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If your sales success isn’t where it ought to be, you may be operating under the weight of one or more persistent (and pernicious) myths about selling. Here they are:
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- 11
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Particularly in a down economy, it's not your selling techniques that matter -- it's what you know about a client's business that will open the door to a deal.
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- 10
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Selling for a startup presents unique challenges even for highly experienced sales professionals. Because your company is new, your potential customers don’t know anything about it and, sad to say, in business unfamiliarity breeds contempt. Not to worry, though. Here are the six rules of selling for startups:
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- 10
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ANY DISCUSSION OF customer buying-cycles is an unpopular topic with management, sales managers and salespeople. We all want to believe that by using
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- 10
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Posted by
TheProfitRepairman
78 days ago
(http://theprofitrepairman.blogspot.com)
Category: Marketing |
Even when you have the most wanted product around, if you do not inform customers where to buy it (the hook in this example), you will see very little quantity sold. More...
- 10
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We've all wasted time trying to make someone into a prospect -- someone who has no hope of ever being one. And often we make this mistake because we aren't disqualifying -- instead, we're doing all we can to qualify. This is an inefficient approach. Learn how to disqualify -- it'll save time, boost sales, and ultimately help bring in new busin
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- 10
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A new study found that 82.8% of small businesses do not track ROI on lead generation programs. The study also found that 52.4% of companies surveyed have no formal sales forecasting process in place.
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- 10
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We all know the customer is the most important person in our business, but sometimes we forget that the second most important person in the business is any staff member that comes in contact with the customer in anyway. The staff member that deals with the customer face-to-face is the person who represents the business in the customers mind. If th
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- 10
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I'll let you be the judge, but I thought the advice from this so-called sales expert was awful. It's so old school. His own example started putting me to sleep. I can't believe he has Fortune 500 companies for clients. What do you think?
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- 9
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It’s often been said that B2B selling largely consists of developing a relationship with the customer. Most sales pros think that a customer relationship should like a friendship. Wrong. You can be friends with plenty of people and never get any business from them. So here’s a secret that Jerry Acuff, author of The Relationship Edge in Business re
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- 9
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Knowledge is power, and it must be a cornerstone of understanding for operational and sales success against your current and future competitive set.
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- 9
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Your salespeople are some of your most valuable investments. You recruit them, train them and trust them with your valued customers. You depend on them to keep your business growing.
So what happens if they leave? Even worse, what if they're lured away by one of your competitors, along with your accounts? That would be a real blow to your busi
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- 9
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According to Deborah Micek, women are naturally better sales professionals than men. Part of the reason for this is that both men and women tend to believe that women are more trustworthy. People believe that women lie less, are more responsible and are more honest at work.
She explains that her opinions are backed by Martha Barletta's book,
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- 8
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Does selling come easily to them, or are they struggling for every dollar? Psychoanalyst Dr. Kerry Sulkowicz deconstructs the sales team and explains why "B" players make themselves less effective.
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- 8
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I spoke with a potential client about her company's lead management process. When I asked about her CRM and how frequently sales team updates their
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- 7
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A selection of the top 10 articles on critical trust issues as chosen by one of the world's foremost global IP strategists.
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- 7
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The goal of marketing promotions is to stimulate short-term sales. This dictum leads many marketers and small-business owners to reduce prices. However, as Michael Goodman explains, cost cutting is not always the best or most effective way to achieve this goal.
Sound counterintuitive? After all, if the goal is to increase sales, wouldn't cutt More...
Sound counterintuitive? After all, if the goal is to increase sales, wouldn't cutt More...
- 7
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This is the post you’ve been waiting for. Here are the five rules for getting referrals that generate sales:
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- 7
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Average sales people think they are most effective when they talk with someone WHEN they are ready to buy, but top performers seek to build relationships with the right people in the right companies BEFORE they're ready to buy. This is where marketing can have a profound impact by helping their sales team go beyond the lead.
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- 7
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Most sales reps are trained to ask for referrals when they make the first sale to a customer, typically with a question like: “Do you know anyone els
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- 6
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Hiring commission-only salespeople may only look like a less expensive alternative to salaried employees, but in the end, it rarely works out that way.
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