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Category Archive for: ‘Sales & Selling’

Marketing and Sales: Can’t We All Just Get Along?

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Sales and marketing teams, left to their own devices, do not speak the same language. They think they do, but they don’t. Sales teams speak the language of prospects, appointments, commitments, and closed deals. Marketing teams speak the language of exposure, brand awareness, impressions, and reach. Language conditions the way people think, act, and make decisions. It shapes the way …

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Are You Selling Collaboratively?

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Too often, our enthusiasm to simply close the sale clouds our perspective. Not only are we leaving money on the proverbial table, but we are leaving something far more important on it. Opportunity! When we sell collaboratively, we roll up our sleeves and get a little dirt under our finger nails. We ask both the finite and the broad –sweeping …

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The Death of John Doe

Segmentation based solely on demographics is harder than it used to be, and it’s not about to get any easier. There are a number of reasons for this, including the cultural shift away from “we” thinking toward “me” thinking that has driven the trend toward hyper-personalized products. However, there is a far simpler reason . . . the proverbial John …

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Groupon: The Daily Deals Dilemma

Groupon, like Living Social and other “daily deals” businesses, has built a revenue stream through deep discounting. Vendors typically offer 50% discounts to drive fast revenue. The model is simple: sign up for an e-mail list and get announcements when businesses in your city offer great deals. Groupon promises no risk and guaranteed customers, an enticing proposition for small businesses …

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Is E-mail Still Relevant?

If you have used e-mail marketing in the past, or if you’re considering incorporating e-mail marketing into future campaigns, you might find yourself in a quandary. E-mail marketing has historically been a cost-effective way of reaching current and potential customers; however, its effectiveness has diminished in the last several years. Social media and smart phones have added to what was …

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Understanding Customer Pain

When a customer, existing or potential, has a business challenge, you have an opportunity to demonstrate your expert problem solving skills by offering remedies aligned with their business goals and what they deeply want to achieve. To be effective at solving customer challenges, you must first understand the challenge and then determine if the severity of the challenge matches with …

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I Want A Refund! 3 Keys To Recovering A Client

When a client called me upset and disappointed with a project we were handling for her, I could feel my heart pounding and I could feel my palms starting to get clammy. I knew that sound in a client’s voice – I knew it well. I used to hear it everyday as a freshman in college (too many years ago …

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