Signals from the Field

Imagine you are part of an experiment about human behavior to see how people react in unfamiliar circumstances. You are blindfolded, led to a car, put on a plane and flown to a city to which you had never been before. Upon arriving in this new place, you are driven to a street corner in the city and dropped off with instructions to remove your blindfold. What would you do first? Many people would look around for any familiar landmarks. Others would look for someone to ask where they are. Asking where you are is the first step to overcoming objections – also known as the trial close.

Business networking, whether it is online and/or in-person, is a very powerful way to increase your brand awareness and credibility especially if you are in the business of selling and marketing to other businesses. Besides knowing your business and your competitive advantages, it is important to set goals of what you want to achieve through business networking.

“How much money should I spend on paid search?” As someone who runs a lot of paid search campaigns, I hear this question a lot. The answer isn’t the same for everyone, and finding it can take a little work.

The Audience Overview report is the first page we see upon opening our Google Analytics. But what do all these numbers mean and why should we care?

In this installment of “Back to the Basics,” I want to share with you one of my absolute favorite features of Google Analytics: Advanced Segments. (I realize the irony in spotlighting a feature that uses the word “advanced” in a segment called “back to the basics” - just roll with me here).

In sales prospecting is a critical activity. You might be able to sell “ice to an Eskimo” but if you can’t get in front of qualified prospects, what does it matter? One of the most often applied tactics to prospecting is cold calling – “dialing for dollars” as many describe it. Most of us don’t like it but it’s an important activity.

Online quote provides instant estimates and offers personal visits for exact moving costs

RCS is providing a new Request a Quote page on its website, making the Richmond-based company the only provider to offer this free feature in the area. The online quote includes:

Is it really worth investing in sales assessment tools and sales training? A leading national research firm conducted a study of more than 800 end-user companies about their activities and investments in sales assessments and sales training.

People do business with people they like. Also, the people we like and spend time with are people who are like us and do the things we like to do. In sales, one of the key ingredients to success is to make the buyer love you, or at least like you more than your competition. This article presents one approach about how to make that happen.