10 Sales Mistakes You Don’t Ever Want To Make
1. Not preparing for the call. You must know your customers, the marketplace, and the customers’ competition, and you must read one or two business periodicals per week. 2. Usi
Recognize the Stages of Customers’ Decision-Making to Sell More Effectively
If your complaint is that it takes customers forever to make up their minds, maybe you don’t fully understand the decision-making process. Recognizing which stage a customer is i
Continuous Learning Increases Territory Sales
Do you approach every sales call as a learning opportunity? Do the customers in your territory view you as a resource for new information? The best approach is to use a continuous
Banish These Hackneyed Lines From Your Sales Talk
We’ve all heard them – the sales clichés that turn off customers. You may even be guilty of some yourself. These trite approaches sound persuasive, but they’re s
Milestones Help You Manage the Process
As we all know, if you build objectives and support them with goals, you must have a way to track your progress. Make sure that you build milestones into the process of assessing R
Web Data Is Your BFF for Calculating ROI
The first, best thing you can do to measure ROI is to measure EVERY bit of customer activity on your website. What kind of traffic are you generating? Which products are generating
Long Sales Cycles With Complex Processes Can Complicate Determining ROI
The longer the cycle, the more difficult it becomes to separate out all the factors involved. Did the new ad campaign cause a big bump in Denver-area sales over the past year? Or w
ROI is a Great Tool – But Only in Specific Uses
Return on investment, or ROI, has proven to be an excellent gauge of marketing effectiveness when it comes to lead tracking and generation. This is a quantifiable process and lends
ROI Is Not (And Can Never Be) An Exact Science!
ROI, or Return on Investment, is a buzzword that has been hanging around business conference rooms forever, like a bellhop waiting in a hotel room for a tip. It’s one of thos
If You Talkamileaminute, No One Will Listen!
Your choice of words is always important when you are conducting business. The right choice can help you soothe an angry customer, close a sale, or earn a raise. But also important
