Sales

3 Keys to Retail Marketing Success

It’s easy to make retail marketing too complicated, or entirely too tactical. But the more retail businesses I see and speak with, big and small, the more I realize they all need to focus on three things: 1. A great customer relationship management system. This is key. It’s the hub of all information you have about every customer. Who they ...

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What's a Fair Price?

That was the question asked and answered at a recent auction for this rare, 125-year-old stamp. It’s called the “Treskilling Yellow”, and its claim to fame is that it should have been green. It was recently sold to a secretive investor group at an unknown price, but the last time it publicly changed hands was in 1996 when it went ...

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Seven Words to Transform Your Sales

You can get lost in the never-ending stream of suggestions, advice and best practices to improve your sales & marketing performance. And although much of it is great, we still need to boil things down to simpler direction that can be quickly & easily folded into the work we do on a daily basis to close new business. Here, then, ...

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E-tailing and the Net Generation

“Hey Dad, can I have your credit card number? I need to buy something online”. This is not just an annoying question my sixteen-year-old son seems to ask me two or three times a month. It’s a harbinger that e-tailing is set to go ballistic as soon as today’s teenagers get their first paychecks. Let’s face it, most of us ...

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ROI Not Enough – What's the Cost of the Problem?

Return on investment is a great tool to use in the sales process (and for innovation too). It demonstrates clearly that a company can make more (or save more) by using your product or service. The major problem with ROI on its own, however, is that it doesn’t necessarily create urgency. There’s a positive return on the investment, fine, but ...

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How to Avoid Commoditizing Yourself

Do some of your customers and prospects treat you like a commodity? If they do, you’re likely competing on price far more than you’d like. Companies and industries that slide into commoditization almost always have a better option. There’s always a way to identify, quantify and communicate significant incremental value and results for your clients that your competitors fail to ...

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Managing the Sales Process when the Buyer is in Charge

With so much information widely available to your buyers, managing them through the sales process has gotten more difficult than ever. But smart sellers leave the buyer in charge and STILL fill their pipeline with closed business month after month. Here are several tips for building and managing a buyer-centric sales process. The buying cycle is always longer than the ...

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10 Simple Ways to Stay Connected

No matter what you do for a living, an active network is critical to your current and future success. That said, it’s very easy to ignore the often simple, tactical things you can do to keep your network engaged and growing. Here’s a list of ten things to consider doing daily. If ten is too much to start (although this ...

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The 'Captive Upsell' Business Model

I was reading Free: The Future of a Radical Price by Chris Anderson the other day, and it got me thinking about other innovative business models. One of the best that I have encountered recently was at the Bridgestone tire store when I got new tires for my car. What was so impressive was how they convince you to purchase ...

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Creating Preference in a Commodity Business

I was asked recently how to successfully sell value in a commodity business. When your product or service is virtually identical to what is available elsewhere, how do you create differentiation, preference, value and market share acceleration? It’s not easy, but there are ways. Here are five to start: Service: How well you treat your customers can make a big ...

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