Signals from the Field

Consider this: where do brands typically invest in their customers’ experience? If they’re like most, they invest in their website, in their store, in the product/service, and in customer service. What do all of these have in common? They typically exist very close to the point of purchase. It makes sense to invest your time, energy, and creativity at ground zero, but once everyone starts to do that, how special can you be? How much can you really stand out?

Enter: utility marketing.

Need to generate sales leads? Get on the phone and start cold calling. Contrary to what you might hear, cold calling works – if you do it right. This article lists the 4 main elements of effective cold calling, and offers some insights and examples about how to do it right.

I just finished reading a book about negotiating skills. Negotiating is a topic that fascinates me because of the human behavioral elements that influence how people negotiate and respond in negotiating situations. B2B salespeople are often put in situations when they have to negotiate the terms of a sale. So, negotiating and selling skills are intertwined.

No doubt you face lots of competition. So how can you stand out from the competition and communicate to your marketplace that you have the “chops” to get past first base – to get the attention of your target market and be viewed as a firm that should be considered seriously? In other words, how can you get past "1st base" when presenting your firm to qualified buyers?

Richmond, VA – July 15, 2014

Richmond, VA – July 15, 2014

Selling to other businesses has many unique elements – some of which may include a more sophisticated buyer, a more complex situation, multiple buyers, clearer expectations of performance, and your reputation being on the line. Connecting with these buyers by way of giving them what they want is a sure fire way to get their business.

Social media is sales game-changer. In B2B selling, LinkedIn (LI) has emerged as a must-have. Several books have been written about using LI in your sales efforts, and it wouldn’t be difficult to write another one here. Instead, this article focuses specifically on LI and 5 things you can use that will improve your sales.