Posts Tagged ‘Sales’
The Psychology of Sales: 4 Strategies to Increase Your Conversions
If you want to increase your sales, it helps to have an understanding of psychology. People make purchases for complex, often emotional reasons. That’s why a good sales person is also an amateur psychologist. Here are four strategies to help you make the most of psychological principles to get more sales. Understand That People are…
Read MoreCustomers and Sales: We Need Each Other!
If I were to assess the worlds of buying and selling through much of what I read, I would come up with the conclusion that Customers and Sales people are on diverging paths, we are doing as much to minimize our interactions with each other. The Holy Grail of these diverging paths is AI—from a…
Read MoreMaking B2B More Like B2C Sales?
I read a terrific article by Tiffani Bova, “6 Tips For Selling In The Age Of The Connected Consumer.” There’s a lot I agree with, but one point stood out, Make B2B More Like B2C. I don’t disagree, in fact, there are huge amounts we can learn from B2C, particularly in the areas of personalization, customer…
Read MoreBuyers Aren’t Killing Sales, Sales People Are Killing Sales!
I get so weary about the endless drivel about the “Death Of Sales.” Ironically, I never see a post from customers/buyers—even procurement—about the death of sales, though I’m sure many would appreciate it (a variant of “What do you call 600 lawyers at the bottom of the ocean” joke—If you don’t know the answer, it’s…
Read MoreHow to Get Distribution for Your Products
The ultimate goal of many small business owners is to eventually see their products on the shelves at Target, Costco, or other big-box stores. After all, you can make far more money this way, as your product gets exposed to so many more people than you can could get on your own. So how do…
Read MoreAre You a Commodity or Are You Different?
One of the first questions we ask a new client is “how are you different?” We usually hear things like: Our people are better Our products/services are better But rarely do we hear, “we do what we do differently than others do it.” The harsh truth is, your people probably aren’t better. They may be…
Read MoreWe Always Make an Impression
There was an interesting comment in one of my latest rants, “God, Save Me From Clueless LinkedIn Prospecting.” The reader said, “At least he made an impression you will never forget.” He’s absolutely right! Every prospecting call or email, every interaction we have with a customer, everything we do makes an impression. The issue is, is…
Read MoreCustomers Should Care About Your Profitability
Too often, we succumb to price pressure—even worse, we lead with price, making pricing the center of focus of our sales efforts, then being forced to discount to “win” the business. What if we started shifting our conversations from discussions of discounting to educating them about the importance, to them, of maintaining our pricing and…
Read MoreHow to Handle 5 Common Sales Scenarios
The most successful entrepreneurs are great salespeople. Have you ever seen Steve Jobs, Elon Musk or Mark Benioff presenting in front of thousands of people, all eagerly listening and buying into their vision? If Jobs, Musk or Benioff weren’t true masters of sales and fantastic storytellers, there would be no Apple, Tesla or Salesforce. Here’s…
Read MoreAre Your Sales Metrics Aligned with Your Business Strategy?
Not long ago, I spoke with a frustrated CEO. His company was doing OK, but somehow not meeting his expectations. Like many companies, the customers’ needs were changing quite profoundly. They were rapidly shifting their solution offerings to match customer needs and to compete. They were investing in new areas, had launched some products to…
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