How to Create a Sense of Urgency that Motivates Your Customer to Buy
If companies are to survive today, they must convince customers and prospects that their products/services are not just nice to have, but are a “must have.” That’s the position Karen Cone found herself in at the beginning of the Great Recession when she was President and CEO of TowerGroup, the leading research and advisory services firm focused exclusively on the financial services industry. Having to cut expenses in all areas, her clients were wondering if they truly needed those services....
Video Interview on How to Increase Your Sales and Put Your Competitors Out of Business
Video Interview on how a senior executive turned his sales team around and forced his competitor out of a market
Growing Your Business By Sitting In The Exit Row
Yesterday I was sitting in the exit row on a flight when the flight attendant came to all three of us sitting in that row and asked if we would assist in helping to evacuate the plane in case of an emergency. Two of us replied yes. The person sitting next to me incredibly said NO! The flight attendant was stunned. Then he asked if anyone would change seats with the guy. I asked the guy why he wouldn’t help....
Tweeting for Sales
In April of 2008, Steve Keating, Manager of Selling Skills at the Toro Company, heard me speak about using social media to build one’s sales. Already involved with Twitter, Steve had at the time a few hundred followers. After hearing the presentation, he decided to make it a key strategy in building both his personal brand and enhancing the value proposition of Toro. Today, Steve enjoys a following of over 65,000 people! His twitter ID is @LeadToday. In building his...
Customization the Key to Extraordinary Sales Results
Retailers like Sam’s Club and CVS have figured out that huge profits come from customization. Using discounts to track results, Sam’s Club achieved a 1-2 percent acceptance of generic discounted offers. Realizing it had a trove of information regarding buying habits and the purchasing history of each customer, it developed a new program called eValues. It gives each buyer discounts on the items they normally purchase. This customization has led to an acceptance rate of discounts between 20-30%, a dramatic...
Appreciate the Living, Not Just the Dearly Departed
Something happened this weekend that reminds us all that we should not only appreciate the ultimate sacrifices made by our brave men and women fighting for our freedom, but also take time to thank the living and show our appreciation for all that they have done to help us achieve our successes. The incident I am referring to is the untimely passing of the legendary child actor Gary Coleman. The child star of Different Strokes stormed into our living rooms...
Biggest Mistake Sales Managers Make
In the gym of my daughter's high school (Northern Valley Old Tappan-NVOT), there is a banner that reads- Welcome to NVOT-Where sportsmanship is an expectation. So please let the players play. Let the coaches coach. Let the officials officiate. Let the spectators be positive. This sign caught my eye because all too often I see people in leadership roles who don't understand what they are supposed to be doing. For example, sales mgrs often travel with sales reps and usually...
Three Strategies to Immediately Increase Sales
There are three Strategies you can start to employ today that will generate a significant increase in sales revenues in a very short period of time. Some of these strategies you will intellectually understand and know already. The key is to go beyond your intellectual comprehension and identify whether or not your tactics are in support of these strategies. If they are not, then you may be missing out on sales you should be closing and leaving dollars unnecessarily on...
Marketing That Will Kill Your Brand!
You know the old saying “if you have nothing nice to say about somebody then say nothing at all”! Well, here’s a new saying: “If you don’t have your facts in order, don’t bother marketing to your audience”! Just like saying something bad can turn people off, so can saying something stupid and untrue in your marketing pieces. It will kill your brand! Last night I got a letter addressed to me. First problem is it was addressed to my...