Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.
Alexandra Watkins, Founder & Chief Innovation Officer, Eat My Words During the past 15 years, as the founder and Chief Innovation Officer of a branding firm that specializes in creating names for new products, companies and services, I’m often asked how a name change impacts revenue. While you can certainly measure sales before and after […]
How to Increase Sales with Emotionally-Driven Brand Names Read More »
One of the “realities” I’ve discovered through the years of business ownership, consulting and speaking, is that the customer or client rarely sees you as YOU see you. This is known as Perceptual Reality. In his book Magical Worlds of the Wizard of Ads, Roy H. Williams defines Perceptual Reality as our imagination. We spend
Perceptual Reality Read More »
John Pierce, Author, Sell More and Sleep at Night – Developing Relationships with Emotional Intelligence to Increase Sales Senior leaders have learned there are many reasons for stalled sales and missed goals. Today we explore two concepts that can keep senior leaders better informed and help increase company sales: 1. The Math “The Math” is an
The Math & Diversified Sourcing Read More »
Christiana Hart For most adults, the magic of snow days disappeared right around the time the realities of working life sank in. Snow days now mean higher heating bills, exhausting shoveling, and less-than-pleasant commutes. But for eCommerce professionals, a fresh snowfall could bring a welcome windfall. In light of Winter Storm Damon, here are four reasons
Let It Snow! Bad Weather Means Good Business for Online Stores Read More »
Did you ever wonder what a procurement officer or buyer is thinking? Did you ever ask the buyer of your goods or services what they need? Did you ever wonder what drives a buyer crazy? Wonder no more! I have been reading and re-reading a book called “Feedback! Sales Advice from the Buyers Desk.” In
A Buyer’s Worst Fears Read More »
Sales management is expected to keep the front line—the sales team—motivated to contribute to the company’s bottom line. But, how can someone motivate others if they themselves are not motivated? You already know that motivation is not something you do to another. You can only motivate yourself. As the sales manager, all you can do
Sales Management, Motivation and the Bottom Line Read More »
Tony DiCostanzo, President, BookPal The world of e-commerce is continually evolving. Business to business (B2B) online revenue is rapidly catching up business to consumer (B2C) e-commerce revenue, with B2B expected to reach $800 billion to $1 trillion in 2014—creating a paradigm shift that provides exciting opportunities for online sellers ahead of this shift to either take
B2B e-Commerce in a B2C World Read More »
Eric Berridge, CEO, Bluewolf Today, the power of shaping brand experiences has shifted to the customer — they drive the sales process and dictate when, where, and on which channels to interact with your brand. Leadership needs to shift with this change, as digital disruption and increasing customer expectations are forcing organizations to compete on
Understanding Customers As People, Not Transactions Read More »
In management, as in sales, who should be making the commitment—you or your buyer? If you said you, you will want to change your ways. You are caught up in traditional management and sales techniques and need to do the opposite. The opposite to making a commitment is gaining a commitment by engaging and empowering
Are you making or gaining commitments? Read More »
If you are a small business owner, independent contractor, or have any career in which you predominantly work for yourself, you’ve probably experienced a time when you’ve been without clients or otherwise out of work. This is always incredibly stressful; even if you’ve got money in the bank, at some point you can’t help but
Dedicate 20 Percent of Your Time to Less Stress and Higher Prices Read More »
