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 shop is one of the most natural and rewarding forms of entrepreneurship in history. However, the retail business comes with […]
Sales Activities
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 will help. Understanding the Challenge The reality is the world hasn’t seen a pandemic like this in decades. If you […]
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 to remain indoors whenever possible for the foreseeable future. This has already caused a massive shift in how consumers go […]
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, when one recognizes customers don’t know how to buy, they wander through the buying process, going back and forth, starting […]
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 in the world but if you don’t have strong retention then you’ll eventually burn through your total addressable market. Likewise, […]
“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 of interest, then do everything we can to convince the customers to buy our products. We train ourselves about our […]
How to Analyze Lost Sales
Losing a sale never feels good, but it’s a natural, recurring event in any salesperson’s job. That said, if you’re losing sales consistently, you need to take action. Lost sales analysis (sometimes called by different names, like “win-loss analysis”) is a process that helps you identify not just how a prospective sale went wrong, but […]
7 Ways Small Businesses Can Use Salesforce to Boost Growth
If you’re trying to grow your B2B business, you are probably already somewhat familiar with Salesforce. This CRM platform is one of the most popular such services on the planet, with many of the most successful and profitable companies on Earth using it to generate leads, retain customers, and boost sales. In these unprecedented times, […]
Do You Keep Score?
In marketing, keeping score matters. There was a time when being funny or memorable was enough. Back then, there was an obvious line between marketing and sales and we marketing types didn’t need to worry as much about ROI. Today, that’s how a CMO or agency gets fired. Every dollar spent needs to contribute to […]
Google Shopping Introduces Free Product Listings
What You Need to Know Google announced this week that they are advancing their plans to introduce free product listings into Google Shopping before the end of April in the U.S. This change will occur on the “Shopping” tab on Google, where we will start to see organic product listings below a paid shopping carousel […]
