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Foolish, Clueless Marketing Messages Anyone?
Yesterday I received an email (think marketing message) from a Social Media connection asking me if I “want to shorten my sales cycle” with the implication to increase sales. Given that 3 out of 4 last...
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How This Unknown Factor in Social Media Affects the B2B Sales Cycle
Social media is a marketing strategy and tactic that has become embedded within many business to business (B2B) sales cycle. Through an integrated education based marketing plan, the ability to reach...
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How These 4 Trends Provide Value for Sales Force Automation (SFA)
The rate of adoption of sales force automation (SFA) software by sales professionals has been traditionally low. Many reps viewed it as a way for management to play “Big Brother” and keep a close eye...
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Is Shortening the Sales Cycle Worth the Hurry?
Yes I know longer sales cycles reduce cash flow. Yes I know by shortening the sales cycle a small business or sales professional increases efficiency and effectiveness while reducing client acquisition...
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Sales Will Always Be Simple Though Not Necessarily Easy
Sales is a simple. Someone has something he or she wants or needs. They are willing to exchange their personal resources to satisfy that want or need. This has not changed in recorded history. Pretty...
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Trickle Down Uncertainty Is The Shadow Obstacle Behind Sales Objections
With the US economy still sluggish (2013 GDP at 1.6) along with the enacted and yet to be enacted governmental policies, uncertainty in the marketplace is the shadow obstacle behind many sales...
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“If I Only Had a Heart” for Small Business
How many times have we heard “let’s just keep this business” or “technology will vastly improve our business growth?” Credit: Getty Collection These comments and many more similar ones are heard every...
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Marketing to the Eyes of Evolution
Do you want your marketing messages to have impact? Then this recent report by MIT may have you thinking differently about exactly how the eyes of your target market see and responds to your marketing...
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Is Your Sales Management Relevant?
Imagine for a moment you, as a member of a sales team, receives a message from sales management asking if you are “relevant to the company?” Then the message lists the 3 top sales performers and their...
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The Hidden Sales Obstacle of "How Much?"
Have you ever had a sales conversation that began with “How much is….(fill in the blank)? Many seasoned sales professionals recognize this sales obstacle. Usually this questions suggests a tire...
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