Steven Covey’s book, The 7 Habits of Highly Effective People, inspired a huge audience in the 1990s. During that period, Randy Illig learned how the 7 Habits thinking applied to salespersons. He shares how the 7 Habits can help achieve greater sales effectiveness. With how we engage with customers in turmoil, focusing on basics can help maintain account … [Read more...]
How and where marketers are spending
About 50 percent of companies now spend 10 percent of their budgets on B2B marketing. A report from Sagefrog Marketing Group shows the marketing mix trends from a recent industry cross-section survey. Digital marketing, website development, and trade shows and events dominate budget allocations. The author noted stagnancy represented by doing what was done in the past three … [Read more...]
The importance of a good apology
New research reveals a formula for communicating an apology that increases customer satisfaction and loyalty after a service failure. . . . the inevitable customer crisis can become one of your best opportunities to deepen customer commitment—if you handle the failure properly. Source: Sales and Marketing Management, May/June 2019. Link. Tim Riesterer shares research results … [Read more...]
Transparent negotiations, a counterintuitive approach
Author Todd Caponi shares how playing your cards face up on your pricing model can result in: Elevated mutual trust right through to the finish line Higher deal values where clients are giving you something for everything they take More predictable deals Source: Sales and Marketing Management, May 12, 2019. Link. Negotiation doesn’t need to be difficult. . . … [Read more...]
Kick start selling skills with marketing tactics
Whether you carry a bag, handle the phone, receive animal owners at the front desk or meet them in the aisles, selling skills are important. They differentiate you from competitors. Jacob Dillon shares marketing tactics and tips that you can use to kick start your sales skills and improve the outcomes of your actions: Sell benefits instead of featuresKnow your customer … [Read more...]
Emotions that sabotage sales
Managing disruptive emotions is the primary meta-skill of sales. The art and science of getting past NO begins with self-control. This skill is not reserved for just bag-carrying sales persons. Most interactions with other persons are transactional at some level. Whether selling a widget, explaining an invoice or answering a question, learning how to recognize and manage your … [Read more...]