People are talking about whether or not digital marketing will replace salespeople. Well, radio advertising did not replace salespeople, TV advertising did not replace salespeople and digital marketing and advertising won’t either.
Like earlier forms of promotion, smart companies are using digital marketing to set up salespeople and the closing process, and the data shows that they work best together. Read more
We like to talk in our workshops about the incredible power of keeping things simple. We are all overwhelmed with information in the digital age and one way to really stand out and often appeal greatly to prospects and customers is to reduce the noise and just deliver straight answers and provide no nonsense, great service. Read more
Check out the following set of random words:
water, life, dog, line, home, mouse,
field, ball, apple, sheep, head, rabbit,
bone, goat, maharishi, hill, cow,
oar, donkey, crop, wing, door.
Did any word pop out at you?
Most people will say the word “maharishi” stands out. Why? Read more
Maybe I’m just on a streak, but it seems like I have been experiencing more and more salespeople/service providers who overpromise and under deliver, coming back after the fact with arguments about schedule and cost.
I am getting the feeling that this is part of some companies’ strategies but “SELLER BEWARE!” Read more
We all hate being rejected and our natural inclination is disappointment and the urge to move on. But not so fast…
While the buyer thinks he has a deal with your competitor, something like 20% of all deals fall apart between the handshake and the actual closing. Read more
Have you ever been at a bar after work with your friends and for whatever reason everybody starts laughing . . . I mean really having fun and whooping it up? Inevitably, other people nearby notice and often start smiling themselves, and some may even come over to join the fun.
Why? Read more
This column is focused on younger salespeople and those of you who mentor and/or manage them, who may want to pass these thoughts along.
More and more, I have been noticing how well salespeople coming into the business are leveraging their high school and college alumni networks. The reason this activity has picked up is because the alumni associations themselves have become very proactive and sophisticated relative to networking, as well as the emergence of programs like Classmates.com. Read more