Category: sales

Narrow Your Audience Down for Profits to Go Up

When I say “your best customer” or “your ideal client,” who comes to mind and why? What kind of customers are your most profitable and what makes the relationship work so well for both parties? I’ll bet it has a lot to do with trust and consistent fulfilment of that trust – order after order… Read More »

Social Media Marketing or Just Good Vibes?

I was tempted to write the headline, “Is Social Media Dead?” but I’ll avoid sensational hype and stick to real news & commentary. Microsoft’s announced purchase of LinkedIn immediately raised questions about the future of social media. For businesses, it will likely become even more of a pay-to-play medium. I’d like to advance a discussion… Read More »

The Dreaded Conference Call

Remote electronic conferencing has not advanced as far as technology could potentially take it. While high end telepresence systems are impressive, they’re outside the feasible cost range for small businesses – still! Most of us are stuck with browser based online meeting tools with often cumbersome and buggy conference call hookups by phone. Screen sharing is… Read More »

People sell better than programs

  My recent experience with a few service related businesses is that making a massive shift away from traditional kinds of sales work over to inbound marketing and marketing automation does not always pay off. Too sudden of a change and too much change is not only time consuming, but also detrimental to sales. There… Read More »

First Impressions trump Cold Calls

They say “cold calling is dead” and they’re right from the traditional perspective; that is, calling a complete stranger, unexpectedly, for the sole reason that their company has money that you and your company need to operate. Every business needs customers to sustain financial viability so the primary purpose of sales calls is to get… Read More »

Be a Marketing Mini-Me

By Chuck Sink Sales is tougher than it used to be, and for some, much tougher. Salespeople who keep selling the 20th century way are running into walls. These walls have been erected at many of the same prospect companies that used to have doors swing wide open. Quite literally, doors to lobbies with friendly… Read More »

Price: Are you giving what you’re paid for?

By Chuck Sink Money is often the last thing that comes up in business dealings because many people are afraid of broaching the subject. Why? Because before price is discussed, eyes are wide open to opportunities. People are eager to talk about the mutual benefits of working together, or they can envision how a new… Read More »

Pay it forward or just pay it?

       We hear it a lot and it’s generally a good thing – “Paying it forward.” It’s a common mantra in BNI networking meetings: “Givers gain.” Both of those ideas are fundamentally flawed because there is a built in quid pro quo. Paying it forward means prepayment for something your expect to receive in… Read More »

Mr. Clean and Mr. Clear agree on goals!

By Chuck Sink Goals are fine but I gave up traditional goal setting awhile ago. Then I started surpassing some of my goals. Similarly, I realized sales forecasting is no more than a snapshot of last year with a wish list on top. Maybe you’ve heard, “When setting your goals, aim for the stars, and if… Read More »