Marketing and Advertising

Selling New Ideas with Social Media

Uncategorized

It seems to me the hardest thing to sell at any time is a new idea! We have more than our fair share of these challenges. Happily social media provides a new platform on which we can get those ideas some air time. It still isn’t easy but it’s a heck of a lot easier [...]

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Professionals Never Sell On Price

Sales Manager

Price is never the how professionals sell.  It’s too risky and short changes the customer. Sometimes its necessary to negotiate the price but professionals will only do that once the customer has made the decision to buy when the selling price meets his constraints. Selling on price is a fools game, because the only time people [...]

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Context Led Selling in the Front Office

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And so, too, does the reader. Because their context isn’t what you’re selling, but what they’re seeking to take away from what you’ve written.

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Where is Internet Marketing Going

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Internet Marketing is changing faster than we might think. Where’s it going next. Elsewhere I’ve posted in this blog about how our marketing strategy is dictated by our business strategy. I’ve also reported on our amateurish forays into the world of Internet Marketing. I’ve explained Adwords marketing is obviously appropriate for some businesses, but not [...]

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The Difference Between a Sales Funnel and a Sales Pipeline

Sales Manager

To most people Sales Funnel and Sales Pipeline are two sides of the same coin. Both refer to a strategy for turning prospects into customers. Check our Sales Management coaching tutorials for much more information and ideas. Personally I like to think there’s a difference between a Funnel sales strategy and a Pipeline sales strategy. [...]

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Sales Management Best Practice

Sales Manager

Managing revenue is often the biggest challenge for entrepreneurs and small business principals. Its hard to be a focussed on sales when delivering service to customers is a full time job. Unfortunately, somebody has to do it, and that somebody is usually the business owner. The individual entrepreneur won’t want, or need, to manage his [...]

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Sales Skills for Reluctant Rainmakers

Sales Coach

Sales skills were what Gareth needed, but he didn’t identify that’s what was missing until too late. No matter how skilful or experienced in a speciality the new business owner needs some basic sales skills to get them started on the right track. The biggest single demographic starting up their own business is the fugitive [...]

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Why Do Sales People Dislike Software?

CRM

Maybe they don’t, but in my experience they do, and it doesn’t matter whether they’re using it or selling it. Selling software is a nightmare – I’ve done it for years – because the customers think they know more about systems than they actually do. Unfortunately the marketing people set expectations way beyond what the [...]

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Is there “Free Soup to Go” in Your Front Office?

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Business owners will used to answering difficult questions about why they’re special.  There’s so much competition around these days.  Those who’ve thought through their strategic marketing plan will have some concise answers.  But it never hurts to have them challenged, especially when there’s time to work out a considered response.  That becomes another arrow in [...]

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