The Era of Slow Selling caught my eye. Over the years, like many of you, I’ve spent numerous hours trying to accelerate the sales process, yet this article by John Gerzema provides specific examples where slowing it down can work better for you and your customer. We have wanted to believe that selling earlier than [...]
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How to Increase Online Sales by Increasing Website Conversion Rates
Is your website causing you to lose customers? Great design, on-target messaging, compelling calls-to-action, and valuable content are just the baseline for engaging your market online. But can your customers make a buying decision solely using content from your site? Too often websites address only the discovery phase of a buying process. Even the most [...]
If Apple can avoid TMI, then so can you.
We’ve all been there. We ask a simple question of a co-worker, partner, friend, and we get Too Much Information in return. Sometimes it’s so bad that the question isn’t even answered. Often the answer is buried. While it’s frustrating in a social setting, in business, it can lose a deal. When we were selling [...]
Does Search Obsolete Sales?
I know what I want. I search for it on my favorite engine. I visit web sites. I use social media to compare vendors. I buy. No need for sales people anymore. Well, not exactly, but finding customers is changing and Hubspot believes lead generation is going to cross the chasm in 2010. If you [...]
The Role of Sales Has Changed. Have You?
I attended the Sales 2.0 Conference in San Francisco today. It was great to see so much technology available for sales to be more effective. You can automate everything from lead generation to nurturing the customer relationship to following the customer’s buy process! So, what is left for sales to do? A lot. But it’s [...]
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