Over the past year, I’ve helped my mother evaluate senior living centers that also have memory care facilities for my father who is suffering with Alzheimer’s.
As I’ve checked out one site after another, I was disheartened by so many that used stock photos to depict the residents and staff. Ugh. I just don’t feel good about a place that doesn’t focus on reality. A bunch of photos of generic happy seniors playing cards and riding bikes doesn’t give me a good feeling.Read More
Buyers have more information at their fingertips than ever before, yet the same sales techniques which were appropriate for the 1980s are still being used today.
The world has changed, and organizations must avoid making the sales mistakes if they are to thrive.Read More
I’m a “Pro” user of the Hightail (formerly YouSendIt) file sharing and storage service. I’ve been a loyal customer since January 2009, paying over $100 a year for my premium services.
This morning I received an email offer to the address I use to subscribe to Hightail with the subject line “Complete your list with our great discount.”Read More
Today buyers are in charge.
As you consider real-time technology to help you with agile, social selling, you’ll need to be very careful about the role of your Customer Relationship Management System (CRM) and Sales Force Automation (SFA) Platform because it is unlikely that agile, real-time social selling is optimized by software products designed before social networking was mainstream.Read More
Here’s something curious: Many companies have completely different cultures and procedures for their customers depending upon which department is interacting with them.
The manner in which salespeople engage potential new customers when trying to win new business is often light-years removed from how these same customers are serviced by the company only months later.Read More
In my past roles as a salesperson and later as a marketing executive at a handful of different companies, I interacted on a daily basis with sales managers up to the vice president level.Read More
My first sales job required me to make cold calls to bond traders and convince them to buy our economic consulting services. We had lists of names and numbers to contact that came from directories of people who worked in banks, securities companies, savings and loan associations, fund managers, and government agencies.
My sales colleagues and I would psych ourselves into the right frame of mind each morning by drinking a few cups of coffee, maybe telling each other a few off-color jokes (common in the 1980s testosterone-fueled Wall Street markets portrayed in the recent Wolf of Wall Street book and film), and discussing the latest stories in the Wall Street Journal. On a typical day we might set a goal to contact every person overseeing trading at all the savings and loan associations headquartered in Arizona.Read More