Posts Tagged ‘Communication’
There Will Be Some Tethering
Imagine sitting in your dentist’s chair, the sharp end of a blade hovering just above your face, mere inches away from making contact. At that moment you hear the dentist utter the following five words: “There will be some tethering.” The patient — wondering as to any potential relationship between said sharp instrument and his…
Read MoreCold Calling or Email Prospecting? The Choice Depends on Your Audience
Business media is overflowing with advice about new marketing and sales strategies that result in a satisfactory ROI. There has been a lot of talk lately about the power of Big Data and complex analytics, about multiplatform and omnichannel reach to potential customers, while “stellar customer experience” is on everyone’s lips. However, entrepreneurs and managers…
Read MoreHow to Leverage the 2-by-2 Rule to Close Your Next Sales Call
Time is money, as the old saying goes. That said, are you and your team making the most effective use of your resources when it comes to prospecting? We’re big proponents of the two-by-two rule at my company. Simply put, the two-by-two rule means finding two pieces of information about a company to leverage in…
Read More5 Key Ways to Stay Close to Your Team from Afar
Remote work has exploded as a form of steady employment across the globe. Approximately 43 percent of American employees report spending at least some of their time working remotely, whether they finish tasks at home or take them on a business trip. Small business owners, in particular, have thrived on remote work. It allows them…
Read MoreWhen the Customer Doesn’t Respond the Way You Want Them To
This afternoon, the phone rang, I picked it up, “Hi, this is Dave Brock.” Clearly, there was a sales person on the line, she said, “May I please speak to Dave?” (You can see this call going south already.) When I responded it was me, without taking a breath, she launched into a 97 second…
Read MoreWant Your Sales Pitch to Stand Out? Follow These 4 Tips
As a busy entrepreneur, I receive dozens of emails in my inbox daily, mostly from people who are trying to pitch me on their products or services. I move the majority of them into the trash without even giving them a second glance. But every once in a while, I get a gem of an…
Read MoreHow to Make Sure the Answer to Your Job Offer is Yes
For any small business the decision to hire a new employee will alleviate stress in the long-term, but finding top talent is a challenge in all its own. Then there’s the hurdle of getting this talent to accept your job offer. Closing the deal and getting the candidate to say yes is a common problem,…
Read More3 Powerful Tips to Modernize Your Customer Service
Customers today interact with brands and businesses in ways that were previously never imagined. You can now talk to the owner of a company directly on Twitter or publish your thoughts of a brand to millions of readers that make purchasing decisions based on customer reviews. As a business, in order to stay ahead of…
Read MoreDesign Your Sales Calls for Success
Some years ago, we did research on the effectiveness of sales calls and meetings. We focused primarily on meeting on qualified opportunities, not prospecting calls. The results were shocking, though not surprising. We found sales people tended to make 30-50% more calls than necessary to close. I suspect that number is far larger today. In…
Read MoreCommunicating the Vision
Speaking with a client about an ongoing issue with his sales team, I brought up a particular concept. When he heard it, he loved it. He saw exactly how it applied to his situation. He also expressed amazement that he had never heard this before. Except, he had. He’d heard about it numerous times. I…
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