Sales Activities
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…
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…
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…
Economics 101: If Water Flows Downhill, Then Why Fight It?
You’ll get the importance of this in a moment. Hang in there. Substitute the word “money” for “water” and we have an explanation for most all the reasons why successful products move from concept through…
Set Your Retail Business For Success
Since humans began to live in cities and towns, people have been buying various products from retailers. Starting with the Babylonians, to the Greeks and Romans, to industrial towns and beyond, setting up a retail…
Forecasting Demand and Sales Post Pandemic
Many small businesses are in the dark right now. No one knows what the future holds because of COVID-19. Forecasting demand and sales post pandemic is something many people are concerned about, and this guide…
How the COVID-19 Pandemic Transformed Shopping
Millions of people are desperate to escape from the lockdown so that they can return to their normal consumer shopping habits. Unfortunately, the continued spread of COVID-19 likely means that most of us will have…
Are You Managing The Process Or Is It Managing You?
Deal review after deal review, I see the same thing. Sales people don’t seem to be managing the process, they are responding to what the customer is doing (or not doing). This is particularly frightening,…
Improve customer retention with these simple strategies
There’s a long-standing debate about whether retention or acquisition is more important. Whatever side of the fence you fall on, you can’t deny that each one has its place. You can acquire all the customers…
“I’m Selling As Hard As I Can, Why Aren’t You Buying?”
The universal lament of sales people is, “Why aren’t my customers buying? I’m busting my ass selling to them?” We make dozens of prospecting calls, send hundreds of emails. We find customers with some level…
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