The Center for Sales Strategy, on March 15, 2013
So, you have an appointment with a new prospect. That’s good. Is it clear to the prospect what you’ll be talking about, or did you sort of leave a few important details out just to get your foot in the door? After all, once they spend a little time with you, they’ll be charmed with you, right?
Greg Giersch, on March 13, 2013
Your friend calls and ask you to meet him on Saturday night. Do you say yes? Maybe he just needs you to drive again, but maybe he has tickets to the sold out concert. Even with a trusted friend, you would want to know why his offer is better than what you already have planned.
Kim Alexandre, on March 8, 2013
The Center for Sales Strategy, on March 7, 2013
When you come up with a proposal for a client or prospect, where do you believe the “value added” is? Do you think it’s in the price-per-product cost? Do you think it is found in free services that come with the proposal? Or, do you believe most of the value added lies in your ability to uncover the prospect’s critical needs, and the bright ideas you’ve brought to the table to solve those specific needs?
Additionally, might some of that value be in the assistance you’ll provide to implement that solution without a hitch? Or, could it be that you are knowledgeable about their industry, and have spotted trends for them in the past? Could it be the expertise you drew upon to come up with a creative and specific solution to their most pressing need?
Brian Hasenbauer, on March 7, 2013
One of the greatest and most well known benefits of blogging (aka Content Marketing) is the Search Engine Optimization (SEO) effects that you gain by publishing blog posts and premium content on a regular basis.
However, if you are not utilizing certain best practices and guides for authoring effective content your efforts will not be optimized, and it will take longer and more effort to achieve your desired results.
Beth Sunshine, on March 5, 2013
Some people desire complete collaboration and group decisions and they seek lots of guidance in their daily work to make sure they are on-track.
John Henley, on March 4, 2013
Many times when salespeople fail to make a sale on a new prospect, they walk away not knowing exactly what went wrong. The answer generally lies in a hurdle they were not able to clear or a sign-off that caused the sale to fail.
The Center for Sales Strategy, on March 1, 2013
Here's a provocative thought; you may be getting objections just as often by asking for too little as you do by asking for too much!
Brian Hasenbauer, on February 28, 2013
Are you on Facebook, LinkedIn or Twitter? Do you post articles or links with your comments or insights to share with your friends, business network or colleagues? If so, did you know you are a “Content Curator?”
It’s true. The term “Content Curation” has recently gained popularity in blogging and content marketing communities, and there are several mainstream websites that are receiving millions of visits per month by visitors looking for a single place to get information that’s organized in an easy-to-use format on specific topics.
Kim Alexandre, on February 20, 2013
Building an effective marketing strategy has always been important and sometimes daunting task for businesses and it isn't getting any easier! If you've spent any time reading this blog, you know that developing integrated campaigns is key and new studies show how vital mobile has become to these solutions. As a business owner/CMO/part of a marketing department; having a good understanding of this can be vital to your upcoming marketing successes.
