Customers aren’t interested in buying products or services. Their interest in products or services extends only as far as those things can help fulfill these goals:
Read the rest of this page »
Blogging is great for business. But a company blog requires lots of fresh content — and that can be hard to come up with. Here are three ways to fill the void.
Read the rest of this page »
Times are changing. Prospects now have instant access to competitive pricing and low-ball offers, which means you need to approach every prospect prepared to defend your offer.
Read the rest of this page »
Satisfied customers are not loyal customers. They shop around. They may like you, but not enough to resist the temptations of competitors. Therefore, the real emphasis must be on building loyalty, not satisfaction.
Read the rest of this page »
Dissatisfied customers can be divided into two types:
Read the rest of this page »
In a world where prospects have instant access to online offers, discounts, pricing and customer feedback, these four strategies will help you attract (and win) more buyers:
Read the rest of this page »
Selling to these types of prospects isn’t easy. But it can be done by using these five tactics:
Read the rest of this page »
If your selling processes haven’t changed and your closing rates have dropped anyway, a well-known sales expert has two theories as to what’s hurting your business.
Read the rest of this page »
“Sell higher, sell more!” is the message sales managers deliver to salespeople today. The logic is clear — get into senior execs’ offices and the opportunity increases to make larger sales and develop strategic alliances.
Read the rest of this page »
Here’s clear evidence that if you’re not using Twitter to boost your sales efforts yet, now’s the time to start.
Read the rest of this page »
Some salespeople do a great job of selling until the prospect buys. Then everything changes. After the prospect takes ownership of the product or service, salespeople become scarce. That’s a problem.
Read the rest of this page »
Here are four steps sales pros can take to maintain strong relationships with their existing buyers and avoid losing them to aggressive competitors:
Read the rest of this page »
Research has shown customers tend to go through four distinct phases when making a purchasing decision. And only three occur before the purchase.
Read the rest of this page »
The difference between a good presentation and a great one is whether it creates the type of urgency that compels a prospect to buy now.
Read the rest of this page »
The biggest challenge when it comes to writing online copy prospects respond to:
Read the rest of this page »
Prospects who told your salespeople “no” yesterday could be ready to buy today. Remind your salespeople that every “no” is valuable when approached the right way.
Read the rest of this page »
Let’s face it, people don’t so much buy a product anymore as they do a brand. It’s the idea behind most marketing campaigns. With that in mind, here are some of the sexiest brands in America, as well as what makes them so irresistible.
Read the rest of this page »
Could this be the start of something big?
Read the rest of this page »
The ability to bring in new business is one of the most crucial skills for today’s sales professionals. No matter how good they are at face-to-face selling, if they can’t schedule meetings with prospects, they can’t win new business.
Read the rest of this page »
The Harvard Business Review recently published its list of the 10 fatal flaws that derail business leaders. While some may seem obvious, the study revealed something else about ineffective leaders that may surprise you.
Read the rest of this page »
