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B2B Marketing
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[2003-09-30] Price Isn’t Everything
Many salespeople and business owners mistakenly think that negotiating is something you do near, or at the end of, the sales process, particularly when discussing price or term of the agreement.
[2003-09-29] Eight Tips for Selecting a Sales Lead Management Service Company
1. Determine what your inquiry handling or sales lead management system must include. Construct a flow chart of the process, including the steps required and the time allotted to each.
[2003-09-25] Inquires become sales. Are you getting your share?
As a sales and marketing consultant who specializes in sales leads, I've had the opportunity to personally review dozens of research studies about inquiries or sales leads. All the research points to the same conclusions:
[2003-09-17] Sales lead success checklist
You've spent a great deal of time, effort and money putting together your sales lead generation programs. How you handle those sales leads once you get them makes the difference between happy salespeople and new customers or unhappy salespeople and lost sales.
[2003-09-12] Opening the First Face-to-Face Meeting with a Prospect - Average or Exceptional?
What do you think of this opening with a prospect?
"I'm ______ from _____. Thank you for taking time out of your busy schedule to meet with me. I appreciate your time since I know this is your busy season. On the phone you mentioned you are looking to modify your X system. What I'd like to do today is talk about what we can do to help you meet your objectives."
[2003-09-02] Web Store: Why Do You Need One?
Internet has opened a new era of business opportunities. Each day, thousands of new consumers are joining the Internet. More and more companies are adopting Internet as their primary sales and distribution channel. According to Forrester Research The survey of 130 U.S. companies indicates consumers spent $76 billion shopping on-line in 2002. This represents a 48 percent increase over 2001, and projections for 2003 come close to $100 billion, representing 4.5 percent of total retail sales.
[2003-09-02] Doubt PR's Clout? Don't!
Done right, it helps modify the behaviors of your most important target audiences, and that can spell S-U-R-V-I-V-A-L.
I don't believe that's an overstatement because a customer who thinks badly of you and your business will not soon be darkening your threshold.
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