Signals from the Field

Why is that most people put their guard up when approached by a salesperson? I mean, c’mon – we are normal people just like you! The reality is that salespeople have a bad rep. This comes from many years of salespeople trying to sell you things you don’t really need nor want. A annual survey is done about the most and least respected professions, and certain types of salespeople always seem to land near the top of the list for least respected professions. So, this article describes 5 easy steps to get beyond the “salesperson stigma” and connect with your buyer.

We often hear from clients that the online marketing world is tough to navigate. They rely on us to provide guidance and clarity so they can make the best decisions for their business.

Now that the new year is upon us and we all have new sales quotas, we need a plan to build our sales pipelines in order to get in front of enough prospects to exceed our goals. Here is a 5-step plan to build your sales pipeline.

Richmond, VA – January 6, 2014

Richmond, VA – January 6, 2014

Welcome to the New Year – a time when we all think about how we can do and be better. I did some research and found the 3 most popular blog posts from 2013. This article is a condensed version of the three - Best B2B Selling Behaviors, Managing Your Sales Funnel, and Improving Your Closing Ratio.

The New Year is a time for both reflection and planning. If the past is any indication of the future, we can expect some big things in 2014.

In today’s business environment there are ever-increasing ways to connect with your buyers. Who do you know that hasn’t complained about too many emails? Have you heard enough yet about how social media will transform business? And who doesn’t have (or at least want) a smartphone? With so much information about how to market and sell, we must ask ourselves “what’s the best way to connect with my particular buyers?” This article provides a summary of consumers’ expectations and a method for matching what your buyers want and how to deliver it.

I've heard several instances where someone will say they've gotten compliments on their website. I'm not surprised. After all when someone asks you "what do you think about my website?", it's rare the person will say, "actually, I think it sucks". What people are often making positive comments about are the aesthetics, the colors, the design - but seldom are they making a comment about how effective the website is at achieving the firm's objectives and/or online conversions. Websites are developed every day - some are great, some are pretty and others are awful. The most important question to ask about your website is, "how effective is it for the user?" That's where user testing comes in, and this post provides some guidance on making sure your website really works for you.