Distribution and Sales Oreck chose to distribute and sell its vacuum cleaners through a chain of 96 retail stores it wholly owned. Reports are surfacing that former CEO Doug Cahill left the company in March over his disagreement with this approach. One has to ask, in the era of Amazon.com … [Read more...]
"There's figures on this... it's 70% how you look, 20% how you sound, 10% what you say." - Comedian Eddie Izzard Conventional wisdom tells us that how you say something counts at least as much as what you're saying. But how do you unlock the linguistic magic that will turn a dry or unimpressive … [Read more...]
Every company, regardless of product or service, is driven by sales. Sales can come from a variety of sources, and in the past few decades marketing trends have been greatly impacted by digital/electronic presence. But there’s no doubt that personal communication and presence will … [Read more...]
If your company spends money to stimulate demand, it already is familiar with lead nurturing – building relationships with qualified prospects that eventually result in sales. Let's be clear: generating website traffic is not lead nurturing, although it is a necessary preliminary step. Your … [Read more...]
<<page 1 Lead nurturing is entwined with brand building. Even if you are operating in a business-to-business (B2B) environment, you can't lose sight of the fact that your buyers are also human and can be emotionally swayed. When people are faced with complex buying decisions, it … [Read more...]
You have been making value perceptions and value judgments your entire life. You may call them decisions, moments of truth, or actions. Intuitively they focus around value – and your perception of it – or the weight you put toward it as these decisions or actions are taken or made. It’s … [Read more...]
LinkedIn seems like the premier site for professional networking: 50 million members joined LinkedIn in 2012, and more than half of its users are business decision makers. So how can SMBs make meaningful connections without looking as if they’re exploiting the platform for conversions? Read on to … [Read more...]
A guy walks into a hardware store and says to the clerk, “I need a drill.” Clerk says, “Well, not really. You want to make a hole.” If you’re in retail and your customer comes in and says, “I need a drill,” or “I want a drill,” or “Where are the drills?” you, the … [Read more...]
Calls not getting returned? Prospects telling you your price is too high? Prospective customers asking for three bids? Unable to get to the real decision maker? Do you think you’re the ONLY salesperson facing these issues? Come on, really now?! My bet is every one of your colleagues has … [Read more...]
If you have a local business, then you have a major advantage over online retailers and other websites trying to rank well in Google. That advantage is local search. Instead of having to compete with thousands to potentially millions of competing websites globally, local businesses can focus their … [Read more...]
