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What’s the difference between a goal and an objective? An objective
is what you want to accomplish. A goal is how you keep score.
The trade show is an important part of the marketing mix for industry manufacturers and
distributors. Select the right show and you’ll return home with lots of new business. Choose the wrong show, and you’ll come home frustrated, depressed, and a lot poorer. While there isn’t a clear equatio
Trade shows are an excellent source of sales opportunities. They are an important
and valuable part of your marketing program. But successful shows require
investigation, planning, budgeting, training, staffing, and after-the-show follow-up.
Trade shows and consumer shows require different approaches, promotions, and follow up. Understanding the difference will allow you to employ specific strategies to succeed at each type of show.
Many sales people claim that they get their best business from word-of-mouth referrals. When asked how they encourage that business, they don’t have a good answer.
Even items that may appear to be non-negotiable may prove to be negotiable in the end. Almost all of the terms of a deal, including the terms of the negotiation process, are open to negotiation.
Sometimes it’s difficult to get your prospect to commit to your solution. Prospects
get pulled many directions by your competitors, by their colleagues, and by the fear
of making a bad choice. How can you deal with their lack of commitment?
Savvy sales people understand that few purchase decisions are made in a vacuum
without the decision maker consulting others. You’ve got to identify the players
or you’ll be left out in the cold. Here are the people involved in the
decision-making process, either directly or indirectly.
Partner programs are meant to extend the value of your products and services, inspire
partner loyalty, and create a community that generates repeat business for your company.
It’s true, we are judged by the company we keep; customers judge vendors by the partners they use to represent them. In this executive briefing, we’ll discuss why you need competent partners, how to select them, and how to enable them to do their best for maximum profits.
You know that when you need to get more business, you’ve got to dial the phone. Yet
sometimes the hardest part is getting started. Here are seven ways to make that
first dial easier.
Most sales reps believe that a slick presentation appeals to a doctor’s professional senses.
Yet nothing could be further from the truth. With new economic incentives in place for the
healthcare industry, it’s vital to understand the proper approach to grab the physician’s attention
so you
The greatest entrepreneurial secret is become a recognized expert in your business world.
Whether you’re a banker, sales professional, contractor, retailer, masseuse, medical professional,
or lawyer, being a recognized expert in your field creates an identity you cannot buy.
Traditional selling techniques just don’t work in this environment. For you to be successful,
you must take an unconventional approach. Here’s some ways you can be successful.
Based on a poll of salespeople, price objections are by far the most frequently heard concern.
“They’re a good customer, but now they want me to cut my price?” “Why do buyers always
ask me to cut the price, even when our prices are competitive?” They ask because that’s their
job! Your
If you’re like most sales people, you have contacts in your database that you haven’t talked with
for a long time. Try some of these tactics and you’ll add names to your pipeline report because
despite what you think right now, they probably can do business with you next year.
A key element to trade show sales success is your literature strategy--how you use
brochures, flyers and sales collateral at the show. What is it that you hand to show visitors?
How do you make it effective? How do you make sure that you’re not wasting your money?
Your prospects are more skeptical than ever, and they have good reason.
Gathering competitive intelligence is actually fun and easy to do. It can make you a hero in
your own company. You’ll avoid “stepping in it” and you won’t be doomed to repeating the
failures of your predecessors. Your well-thought-out marketing plan won’t be shot down since
you can demo
Frequently companies ask for help in creating ways to differentiate themselves
and their products from competitors. This strategy pays off big because with clear
differences, they can sell based on value instead of price. Let us share with
you some of the secrets of how you can do this on your ow
Finding business can be brutal (and seem to be getting tougher). If you’re like most companies,
you’re minimizing the marketing budget, slashing staff and battling for business. What
can you do to compete and make a fair profit? Market like a guerrilla.
A major challenge to trade show exhibitors is creating a strategy for collecting leads,
fulfilling information requests, managing the sales force’s attention to the lead, and tracking
how effective trade show activity is. Follow these tactics to achieve these goals every time.
Create programs that increase profits. The only true measure of success in business is
profit. Where do you start? How can you make sure the progra
There are 6 million SMB companies in the U.S. that make up 45 percent of the technology spend. Knowing these key points in how to sell to them will bring you great success.
Engineers, whether electrical, mechanical, civil, chemical, or any other engineering discipline, seem to be difficult to sell
Create your own private social membership network with e-commerce. Social Sam