How to Get the Most Out of Your Sales Team Without Buying Expensive Training
Is sales training an expense or an investment? In most cases, it's an expense that does your company almost no good at all. Tom Bird and Jeremy Cassell, authors of the Financial Times Guide to Business Training bluntly say: Business training doesn't work. And that umbrella term includes sales training! For the most part, they note, it ends up being [...]
What’s Your Unique Selling Proposition?
You do have a "unique selling proposition," don't you? In one line, it's what makes you so awesome to work with - why you're so different than anyone else - that it's stupid NOT to buy from you. Now unfortunately, many businesses think they have a USP when they really don't. For example, some companies think being "full-service" is a [...]
Are your testimonials doing more harm than good?
Testimonials can amplify your value proposition ten-fold; a person speaking directly about your brand and your product provides a source of assurance and experience to your target market. But is there a right and wrong way to feature testimonials in your creative and your website? The best testimonials come from clients and customers who experienced a transformation with your company. [...]
Are your Marketing Messages/Campaigns Hitting the Target??
Have you ever been asked if you need Baseball equipment... before being asked if you even play the game? I was at a restaurant recently when the waiter asked if I would be interested in a chocolate fudge brownie with ice cream. Now we’re talking, right? Well...although this sounds delectable, my intolerance to lactose would far outweigh any short-term happiness [...]
How Qualified is Your Sales Lead?
How many times have you talked to a lead, had all the signs look good, and then you ask for the sale, and the lead's jaw drops? It happens. And congratulations, you just wasted hours dancing with the client and writing a fancy proposal! What went on? Many things could be happening, but one stands out from all others as [...]
Presentation Matters
The scene is set. The newlyweds are celebrating their first Valentines day and he is out to impress. A romantic dinner complete with roses, wine and candlelight. Some may argue that a surf n’ turf dinner like the one above could be presented in a sloppy, unprofessional way and still satisfy. Well fellas, presentation matters. Trust me, I’ve learned. Imagine [...]