Which sales mistakes are your salespeople making? Sales consultant and trainer Ted Barrows warns about the ones he sees most often: Relying on gut instincts. Some salespeople seem to think that relying on information is a sign of weakness. They are more comfortable trying to guess correctly than they are in attempting to get the…
Which marketing channels get the most bang for your buck these days?
The Eight Annual Alterian Customer Engagement Study, which includes responses from more than 1,400 sales, marketing & IT execs, reveals the percentage of companies that implement strategy based on each specific marketing channel.
Here are the top five, along with some commentary about why each one is so popular with modern-day sales and marketing pros:
When meeting with customers, should your salespeople emphasize the benefits of your product or service or its solutions?
According to research from Huthwaite, Inc., a sales training and marketing consulting firm, selling a solution to a common problem is much more effective than selling a positive benefit. That’s why effective salespeople position themselves as problem-solvers. They sell solutions, not features, not benefits. And they do it best with a five-step approach:
Social networking’s become a popular sales and marketing tool, but that doesn’t mean everyone’s using it correctly. Used incorrectly, it could actually turn off the very folks it’s intended to reach.
Rule No. 1 in the social networking game: Offer something useful. If the content you’re providing isn’t interesting or applicable to your audience, you’re wasting their time — and yours.
Too many salespeople move on as soon as a prospect utters these words, accepting the idea that they can’t overcome them. Big mistake.
“I’m very satisfied with my present supplier.”
For some, it’s the end of the story. Other salespeople accept the challenge, realizing there are ways to overcome every sales objection. You can’t just walk in and expect prospects to end a satisfactory relationship with another supplier.
Is your company still using one of these tried-and-true sales models to market its products? If so, it may be time to consider a new strategy:
Customer retention is more critical than ever, particularly in this competitive market with brand and vendor loyalty at an all time low. Yet some salespeople continue to turn off customers with statements that are supposed to inspire trust but end up destroying it.
Almost two-thirds of Americans believe a “double-dip” recession is imminent. And that’s not nearly all, according to a recent survey.
The survey, which was conducted by StrategyOne, polled more than a thousand American consumers. Among the 65% who believed a double-dip recession (which could only be brought on by two more consecutive quarters of negative economic growth) was imminent:
Selling more to existing customers is no longer enough. Successful salespeople make prospecting an essential part of their daily plan — but they have to have a plan to begin with.
Here are eight prospecting principles that help salespeople find and convert prospects:
Frequently salespeople are thinking about what they should or will say at the expense of what the customer is actually telling them. It’s no wonder so many sales calls fall apart after the salesperson misses a key point made by the prospect.