Let me throw some names at you: DKNY, Justin Bieber, Kellogg, Metallica, and Olay. Take a moment to think of each of them. Chances are, each one will evoke a particular image in your mind, and while all feelings may not be equal, they will resonate positively if you are a fan.
Now, think of these words: CME Group, Cisco, Oracle, and Gartner. Hmm, hard to find much emotional appeal in them, right?
No matter the product or service you sell, every sale will follow a similar pattern, known as a sales cycle, and a successful salesperson will understand the need to work through each of the steps to get to the final result. But the most important in all these steps is engaging your ‘lead’, without whom there cannot be a close.
Handwriting experts would tell you that a person’s signature speaks volumes about who they are and indeed, even what they do. In today’s electronic world, we rarely get to see […]
When you think of the AAA, customer retention is not something that comes to your mind. The ‘auto club’, as it’s known to members, has been around since 1902, and […]
They say you learn from your mistakes, but in the current economic and virtual climate we live in, a single mistake can lead to a company’s ultimate demise!
Is your brand sick and losing life? Can you save it, or will you have to bury it and move on? We hope it’s not the latter. Creating a brand is so much harder than fixing one. But if you look at examples throughout history, you may be surprised to find that even the big players have had ailing brands that needed to be repaired.
As a new consultant, or salesperson looking to meet a quota, an RFP (Request for Proposal) can seem like manna from heaven. And now, I’m going to tell you to say no to it. You may think I’m crazy, but hear me out.
Being a salesperson, freelancer, or consultant, you may instantly want to grab onto an RPF, and spend a few hours preparing a suitable sales proposal. If you’ve already done this a couple of times, think back to how many have resulted in you actually getting the bid. And then calculate the time and effort invested into it. Chances are you’ll find it’s not a proportionate, much less, healthy, ratio.
Sometimes you just need to ask yourself, ‘why?’ A tried and true method of knowing if a company is worth prospecting into.
Often when prospecting, we find ourselves in conversations that articulate something like this:
“We really need to see your reporting capabilities and also need to ensure we can see a holistic view of the customer.”
But the real question you should be asking is why? Why is a question that more often than not leads to further questions. So in this instance, why do you need to see reporting capabilities, may lead to something like, because we need to estimate efficiencies, or in order to predict future strategies.
So here is my nugget of help for today…
Learning from the Shake Weight phenomenon, here are 9 web trends you should consider in your next web evolution. Every marketer needs a great framework to build their online presence. By integrating social seeding into their communications plans, they can begin to establish themselves as trusted and valuable members of the community.
A style guide can have real sustainable value, when it conveys deep principles of website design rather than a simple statement of fashion and technology. Guidelines facilitate usability for customers and prospects, they are of equal importance for content managers, Web managers, marketers, and the organization itself.
