Truly, this is the Holy Grail in sales organizations. Sales recruiters are always looking for the “intangibles” that make for a great sales producer. Management is frustrated in their hiring. HR is always on the lookout for seminars and classes that can help improve performance from this vital part of every organization. Sales Managers have their bookcases filled with the latest theory on unlocking the keys to attract this special…
Like many CEOs, Larry Weinberg thought he knew his customer base – and was marketing to it correctly. His award-winning company, BOWA, which for 22 years has built and remodeled luxury homes in the Washington, D.C. area, considered its main customer the architects who were doing design work on a home and needed a builder’s help on the job. “Yet early last year,” says Weinberg “we realized we were marketing…
Are you following up too much? Or, not enough? It’s a constant dilemma for sales, especially someone running a small business. There’s always a fear that perhaps, you’ve crossed the fine line of being persistent, over to the side of being obnoxious. Following up is important but it must be tempered to have the right balance. Without follow-up, you are missing HUGE opportunities. It is one of the best things…
There is this enduring myth about eCommerce that all it takes to get an online business going is a webpage and products to sell. In other words, it should be easy money. Anyone who’s toiled for an eCommerce company knows the reality. Online business is no different than business in person. It commands about the same resources, manpower and facilities to run even a modest-sized operation online as it does…
Many companies market their products through traditional sales channels with master distributors, distributors, and dealers all playing a valuable role. Strong distribution channels, or outlets, are a hallmark of a solid company. However, even the most traditional company, heavily reliant on distribution partners, can still greatly benefit from developing a direct-to-consumer sales channel. Here are the Top 5 Benefits of a Direct-to-Consumer Sales Channel: New Product Introductions. Introduce new products…
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