I write about strategies to turn fans into customers and customers into fans. I also share ways to use real-time strategies to spread ideas, influence minds, and build business.
Buyers have more information at their fingertips than ever before, yet the same sales techniques which were appropriate for the 1980s are still being used today. The world has changed, and organizations must avoid making the sales mistakes if they are to thrive.
I’m a “Pro” user of the Hightail (formerly YouSendIt) file sharing and storage service. I’ve been a loyal customer since January 2009, paying over $100 a year for my premium services. This morning I received an email offer to the address I use to subscribe to Hightail with t...
Today buyers are in charge. As you consider real-time technology to help you with agile, social selling, you’ll need to be very careful about the role of your Customer Relationship Management System (CRM) and Sales Force Automation (SFA) Platform because it is unlikely that ...
Here’s something curious: Many companies have completely different cultures and procedures for their customers depending upon which department is interacting with them. The manner in which salespeople engage potential new customers when trying to win new business is often li...
In my past roles as a salesperson and later as a marketing executive at a handful of different companies, I interacted on a daily basis with sales managers up to the vice president level.
My first sales job required me to make cold calls to bond traders and convince them to buy our economic consulting services. We had lists of names and numbers to contact that came from directories of people who worked in banks, securities companies, savings and loan associat...
Most sales organizations are built and run as if it were still 1989. The sales model is broken.
When I see people on the sidewalk asking for money, most have the same business model.
Marketing and Sales Strategist, entrepreneur, advisor to emerging companies, and bestselling author of 10 books including "The New Rules of Marketing & PR".
