His coworkers like him, his clients love him, and you can always count on him to come through for you. He’s like the Dr. Phil of the office – ready to listen, give advice, and help near-strangers through tough times!
Beth Sunshine, on February 19, 2013
His coworkers like him, his clients love him, and you can always count on him to come through for you. He’s like the Dr. Phil of the office – ready to listen, give advice, and help near-strangers through tough times!
Jeff Roth, on February 18, 2013
Take a moment and think of times you were up-sold in the past. It happens so frequently, that you don’t even realize it. I wanted to order flowers on a website, another screen popped up and I ordered chocolates and I received free shipping… I went to the auto repair shop specifically for an oil change and added two additional repairs that my service clerk recommended… As a sales strategy, is this a bad thing or a good thing?
Kim Alexandre, on February 15, 2013
If you play a hand in your company's marketing efforts or sell traditional media, there's a study worth paying attention to for two reasons:
Jeff Roth, on February 14, 2013
Who are the prospects waiting for you? Before we get started on our journey to find that special someone, we need to define a “prospect” from a “suspect.” In my readings, the best definition I’ve found is:
The Center for Sales Strategy, on February 13, 2013
As we head into mid-February, it makes sense to take a look back and review some of the top blog postings of 2012.
John Henley, on February 12, 2013
Sales managers have an endless list of tasks they could attend to every day. Am I right? Of course I am. A large client demands your attention, your top rep needs you to look at a deal they are going to propose, you have more than a hundred emails that you should do something with, and oh yeah—you have piles stacking up on your desk and floor! (Read our other Sales Management Secrets here!)
Demrie Henry, on February 11, 2013
Referrals are like gold, it takes hard work to acquire them and they are extremely valuable! Most salespeople aspire to get them however, it seems as if this is the one area most would say they could greatly improve on…even high performing b2b sales reps.
Jim Hopes, on February 8, 2013
As a sales professional, you are accustomed to what it feels like from the seller’s experience juggling prospects, customers, details, and priorities. But, have you ever stopped to think what life feels like from the prospect’s point of view assuming they stay with you through the sales process? Do you sometimes disappear from the sales process only to reappear when you get back on track with your schedule?
Brian Hasenbauer, on February 7, 2013
While you can easily measure site traffic, Twitter followers, and how you rank for keywords on Google, it’s a little more challenging to measure what I contend is one of the most important benefits of inbound marketing – thought leadership.
When I discuss inbound marketing with new clients and prospects they tend to focus on tangible items such as search engine optimization (SEO), keyword rankings and the effect that blogging has on generating leads and building their contact database. This is natural considering that inbound marketing projects sometimes get funded from monies reallocated from SEO consultants, email marketers and social media firms. These tangible results (or promise of results) make it easier for a CFO or Controller to sign off on, rather than the possibility of intangibles such as thought leadership.
Mike Anderson, on February 6, 2013
For example, today’s issue explains how some insurance companies are beginning to target consumers, rather than employers. Of course that means you could be selling to healthcare providers who would now like to establish a relationship directly with consumers.
