Make no mistake. Buyer behaviors have changed. They are more informed. They will frequently educate themselves about your products and services and will ask their peers for referrals prior to ever calling you. They are also busier than ever and are being inundated by our messaging so, if your message does not stand out, it languishes
Jump starting any business into the market is not a task for the faint in heart. It takes an iron stomach, a wealth of knowledge, and then an ongoing persistence to make sure that everything works in your favor. One of the fine lines that companies will have to juggle is the difference between sales
With a grateful nod to Heinz Marketing, Lifehacker, Inc. Magazine and others who regularly publish “This is How I Work” articles, which I love to read …. welcome to “How I Work It – Social Selling”. I try to watch and emulate others and you probably do the same. There is a lot of confusion,
The tides have shifted to focus more and more sales efforts via online; however, the ability to connect with an individual through face-to-face interaction still holds more power. As the old adage goes “People do business with people they trust” and according to Times and research done by George Mason University, “those who met in
I think that I may have first heard this statement in the mid-eighties as a part of my association, at that time, with Dale Carnegie … “Successful people will do what unsuccessful people won’t do even though they don’t like to do it either” The reason being is that successful people are motivated by the
The Secret to B2B Selling: Identify the Pain Points of Your Customers
It’s simple: identifying customer’s pain points is one of the keys to being a successful salesperson. And for B2B companies, it’s critical to know how to do this in those first few meetings with a potential client or customer. If you can clearly articulate and identify his or her pain points, and then center your
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