Sales & Marketing Archive

  • Sales & Marketing

    ‘CX’: Experience Excellence Earns Returning Customers By Paul Bernier The “Customer Experience,” or “CX,” has been labeled by many as the new marketing battlefield. What is CX? It’s your customers’ perception of how they were treated and how they feel about their experience with your business. In other words, if a customer likes you and feels [...]

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  • Beyond Sales, Look to the ‘3 P’s’ to Boost Profits

    Adding Profits by Changing Pricing, Purchasing and Production Habits By Jon Denney Where is the first place business leaders tend to focus when they decide that profits need a boost? It’s the sales team. Often, company leadership takes a critical eye toward the sales department and decides that the team needs to take it up a notch [...]

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  • Handling Sales Objections: It’s Easy as 1-2-3

    Learn to Bridge, Pivot and Advance to Keep the Sales Process Going By Kelly Wirges Objections are a delicate part of the sales process. It’s vital that salespersons not attempt to “overcome” objections on the spot, and instead address them carefully and professionally. I advise salespersons to continue through the sales process when objections arise, carefully [...]

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  • T.A.R.G.E.T. Your Sales Message to Grow Results

    By Ryan Dorhn The key to your success in the world of sales is increasing the number of meetings you are granted by prospective clients. Developing an effective prospecting process can be the difference between life and death in your sales career. For me, the goal of prospecting is not to sell anything; I am just [...]

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  • Customer Centricity: The Magic That Makes For A Magnetic Manufacturer-Distributor Bond

    By John Favalo Hard-nosed or soft-hearted? Which is the business-to-business buyer when it comes to brand loyalty? And, how do distributors factor in the brand loyalty equation? I’m in the advertising business, and have been for more than 40 years. I’ve spent a lot of those years building brands. After all that time, you’d think [...]

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  • Roundtable: Tales From The Sales Floor

    From Remodels to Amped Displays, Five Distributors Describe Their Revved-Up Sales Efforts By Diane Stirling And what happens on the sales floor can be fully contingent on the kind of greeting received, the availability of the sought-after merchandise, the conditions of the showroom floor, the expertise of the salespeople who serve, the competitiveness of pricing and an [...]

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  • Wisdom, Wit, & Kindred Spirits

    Finding Peers and Reassurance Provides Value By Diane Stirling Family businesses are the mechanisms by which much of the world’s societies are organized. They’re how people around the globe have created the means to financially support the family unit for more than a millennium. Families have operated all types of businesses, including shipbuilding, innkeeping and wine-, paper- [...]

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  • Understanding Your Customers

    The More You Know the More Sales Grow Suppose sales at your firm have been holding steady, or even slightly increasing. Though these are undeniably positive outcomes, would you be able to pinpoint the specific reasons why your customers are giving you repeat business? Would you know how many of these repeat customers are susceptible [...]

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  • Five Steps To Building A Championship Sales Team

    Joe runs a mid-sized manufacturing company with 19 salespeople. The sales team is a mix of long-time veterans and newcomers. Sales have been flat for the past 18 months, even though the economy has improved. Joe is constantly frustrated with his ineffective attempts to get his team to prospect more. He tries to show them [...]

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  • Three Seconds to Impact

    Year after year, advancements in technology bring new creative challenges to the forefront of web design. As internet users become accustomed to technological changes, we need to anticipate their needs and develop innovative designs to stay ahead of the competition. There are four elements to building a website in 2015 that you cannot ignore: You must [...]

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