If you are running an eCommerce business, by now you should be well aware of how social media has become increasingly important in the evolution of online shopping. As social media sites such as Facebook, Twitter, Instagram, YouTube, Pinterest, and Snapchat keep on growing, consumers are turning to social media platforms to help them make […]
Sales Activities
How to Talk About Competitors? You Don’t
Not long ago, I read an exchange about how we should talk to our customers about out competitors. Some felt we should take a “leadership” position offering our views and insights to the customer. Frankly, I was appalled with some of the opinions in that discussion. We have no business talking about our competitors products […]
The Real Future Of Selling, Not What You Think It Will Be
There seems to be wide agreement that the pandemic and related economic and social challenges we and our customers face, will change selling forever (and I think for the good.) The concept of “virtual selling,” seems to be dominating many of our conversations. Digital transformation, more broadly, covering selling, marketing, customer experience, and other parts […]
Why It’s So Easy to Sell Your Products in Other Countries
Thinking about selling your products in other countries? Now is more the time than ever. Nowadays it’s relatively easy to sell products all over the world. Why? Because of the fast paced society we live in. Whatever sector you’re looking at, if you compare it to 10-15 years ago we’ve come a long way. The […]
Reinventing Selling!
The pandemic, social change, and economic crises impact all of us, personally, organizationally, and how we engage our customers. It has forced each of us to rethink, reset, and change. We all know that selling is changing profoundly. As much as some might wish that things get back to normal, we know that normal has […]
Are You Selling From a Position of Confidence?
Given everything we’re all carrying on our shoulders right now, how in the world do we muster up the confidence to sell? Marketing and sales are all about confidence. When you believe in what you’re selling, know it is the right answer for the prospect, and can see the benefits the prospect could enjoy – […]
You Should Be Selling The Way You Buy
I recently had a great text conversation with an outstanding sales manager. The time zones worked out–it was evening his time, so he had the time to be a little philosophical, it was morning my time, I was desperate to find something to write about. We were talking about general approaches to engaging customers more […]
Your Customers Don’t Know What They Don’t Know
Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” Some readers may think, “Isn’t this obvious?” After all, classically, we know we have […]
Are You Engaging the Real Customers?
I was doing a series of deal reviews–not unlike most of the deal reviews I do. We were talking about the people involved in the buying process. What struck me in each discussion was how few people were being engaged at the customer — and that the right people weren’t being engaged, even by the […]
6 Successful Upselling Tactics You Can Borrow From Amazon
Amazon is arguably the largest eCommerce store in the world. Selling products from thousands of retailers means consumers can look for the best deal possible in a matter of clicks and scrolls. It is just human nature that we will trawl everywhere to see our hard-earned money stretch further. Amazon has mastered the art of […]
