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The sales pipeline goes beyond what the salesperson does. Traditional sales relies heavily on phone or face time with a prospect. The sales pipeline is then based on opportunities filled with sales activities by a salesperson who has to interrupt enough people and stoke their interest for a future close
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When we want something, we start by research. Sellers are so eager to sell that they have their sales process set up around a buy now approach. Unless the pain is high, your ability to sell with this approach will be ineffective. You might have better luck if you had
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What is a content asset? It is something of value that persists and creates revenue for your brand. In today's economy, it is, arguably, more important than any other marketing or brand asset you have. as·set - noun /ˈaset/ Property owned by a person or company, regarded
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Overselling today is a symptom of holding on to what does not work anymore. Traditional marketing and sales creatively interrupted people. The message was about talking about how great you and your products or services are. This is what advertising, direct mail, and sales teams were used for. Today, it
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Process transparency affects the overall experience of your customer in a way which creates intimacy with your brand. How you deliver your product or service tells a story.
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Your sales process is about you, not about your buyer. How soon did you want to talk to a salesperson on your last major purchase? It was likely much later, not sooner. The reason is that we all know once we engage a salesperson, we are going to be harassed.
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Your brand is far more important than your product or service. How a buyer or customer perceives you in the mind far outweighs what is already expected in your service. We all expect quality products and great service. Ask anyone what makes them special and the answer is typically something
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Winning today requires an inbound marketing strategy. Let's assume you have stopped the insanity and want to help people buy rather than bug them trying to sell them. Buying works. Selling is desperation. Your products and services are more likely than ever to be bought than sold. Here
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My judgment of you today will be largely based on what I perceive through your positioning online. My keyboard is too accessible and it is too convenient to search. If this is true for everyone, then it only makes sense to have a well-designed presentation of your brand. There are
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My judgment of you today will be largely based on what I perceive through your positioning online. My keyboard is too accessible and it is too convenient to search. If this is true for everyone, then it only makes sense to have a well-designed presentation of your brand. There are
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It is harder than ever to build trust today, thus, you have to focus on positioning. Bring value through content first. How you are perceived by your prospective buyer can be affected by the work or the lack thereof you do before you meet with them. While many salespeople are
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The most powerful way to win new customers is through the business testimonial. This is a form of building trust. It tells the story of how you delivered your products or services and what it means to work with you. New customers do not know you and are looking for