Your Lack of Sales is Your Own Damned Fault!
por Andy Miller na Sales and Marketing
Caution: don’t read this article if you can’t handle straight talk.
Since 1992 CEOs have been asking me the same question, “How do we drive more sales”?
They want a simple answer so I’m going to give it to you. Your lack of sales is your own damned fault.
Yes, I said it and it is. If sales aren’t working you need to make some major changes. Quit looking for the easy, cheap or wimpy way. Grow a spine, increase your grit and go make the necessary changes. You’re going to have to deal with it sooner or later so make the changes NOW and thrive or defer and pay a much bigger price later.
Let me rant for a little and then I will give you a formula on how to fix your sales problem.
Social Studies 3.0
por Travis Stanton na Social Media and Social Networking
Just four short years ago, Facebook boasted 608 million users who interacted with the site on at least a monthly basis. Today, that number has more than doubled, with monthly users topping 1.2 billion. Similarly, the percentage of companies using social media as an exhibit-marketing tool has more than doubled as well, from 31 percent in 2010 to 80 percent in 2014.
por Linda Galloway na Personal Growth and Development
When Andi Campbell joined LAZ Parking in 2010 as director of learning and development, she started with a blank slate. The company had few learning resources and no consistent strategy for grooming new managers — a key business imperative, given the company’s rapid growth and commitment to hiring from within. The company’s 7,500+ parking employees, most of whom work out of 1,900 parking locations across the country, had no way to access learning resources or collaborate with each other. Many did not even have corporate emails, although most had personal cell phones.
What CEOs Should Expect from their Marketing Staffers
por Fred Diamond na Sales and Marketing
Many Marketing staffers in companies that are trying to get to the next level are not serving their employers as well as they can. Whose fault is it--the CEO or the Marketing staffers?
In a popular 1980’s song, Howard Jones famously said no one ever is to blame. That’s not the case here. Marketing needs to deliver more purposeful servicing to the company, and the CEO needs to communicate more clearly what Marketing should deliver. It does not matter whether the marketing staff is internal or outsourced.
Pack More Power Into Your Leadership Communications
por Tom Varian na Leadership
On the bridge of a mighty steamship, the captain bellows through a speaking tube to the boiler room, several decks below: “You have to shovel faster, you bastards!” The coal-smeared men toiling in the bowels of the ship exchange amused glances, as if to ask: “What’s bugging him?” They shrug and pick up the pace a bit, but not much.
Now imagine if that same captain chose to bellow: “Iceberg dead ahead!! If we can make ten knots, we just might be able to turn this ship before we slam into it and all drown! You have to shovel faster, you bastards!”
The Root of Disengagement
por Deborah L. Vence na Human Resources and Personnel Management
If companies are struggling to keep employees engaged and motivated in their jobs, it might be because their approaches to motivation are outdated.
Research conducted by The Ken Blanchard Companies—a global organization that specializes in leadership development and employee engagement—is aiming to help organizations address the growing decline in employee engagement by explaining the source of disengagement. The company suggested that motivation plays a key role in the root source of disengagement.
Marketing To Your Employees
por Rob Weinberg na Sales and Marketing
Examine your company’s selling process and you may find a strategic gap in your marketing efforts. By now you’ve built your web site and are working a marketing plan that includes some combination of social media, collateral, drip campaigns, sales promotion, public relations, and the like.
Your high visibility causes sales leads to pour through the door. Yet you find many of these leads aren’t converting into sales. Or worse, you’re seeing an increasing percentage of customers leaving you, sometimes after many years of loyal patronage. In either instance there’s no clear pattern.
The answer may be in your own backyard. You may need to market more to your own employees.
Outsourcing Your Digital Marketing – Worth it or Not?
por Mike Mancini na Social Media and Social Networking
As business owners or managers, we tend to spread ourselves a little bit thin. OK, maybe that’s an understatement. We can’t seem to find enough hours in the day to accomplish what we needed done yesterday. Not to mention, once we do get these tasks accomplished, are they done the absolute best that they can be?
Digital marketing for your business is no different.
Holistic Healthcare: Caring For Yourself and Your Business
por Peggy Burkhardt, PhD, FNP, AHN-BC na Human Resources and Personnel Management
Anyone who has run a business recognizes the pattern of long work hours, bad employee nutrition, inadequate exercise, stress, and general poor job-related health that conspire to sap $576 billion annually from the US economy.
But consider this: If your organization is suffering from high levels of stress or employee absenteeism, YOU may be part of the problem!
Who are you and what do you do?
por Therese Samudio na Sales and Marketing
You’ll be asked “Who are you and what do you do?” hundreds or perhaps thousands of times before you hang up your spurs for the final rodeo.
How do you answer this question when asked? How do your salespeople answer it?
Take note the next time you are at a business meeting or a social or networking event. You’ll hear a variety of answers ranging from ridiculous, to not very useful, to long and boring, to occasionally sublime.
Squeezing More Revenue From Your Marketing Dollars
por Paul Gorman na Technology
Marketing pioneer, John Wanamaker, once said “Half the marketing money I spend on advertising is wasted; the trouble is I just don’t know which half.”
I’m not going to tell you how to completely and totally fix that problem, but there is a way to significantly increase your revenue and, at the same time, reduce how much you spend on marketing and direct mail. We can do that through the power of the computer, Big Data, and Predictive Analysis.
The Future or a Flash in the Pan?
por Brian Summerfield na Personal Growth and Development
A funny thing happened on the way to the economic recovery…
In 2008, systemic failure on Wall Street caused a handful of major companies to implode or be acquired at fire-sale prices, and a number of financial firms required unprecedented government bailout packages to avoid the same fate. However, around that time, those surviving businesses sent several of their top-performing executives, managers and salespeople on extravagant trips to far-flung places as rewards for their achievements—just as they always had.
When Selling is Broken: The Fatal “Division of Labor” – 3 key metrics for success
por Andy Gole na Strategy and Planning
Recently, a business owner told me a sad story. He was very disappointed his sales weren’t growing, particularly when considering how hard he worked. When we peeled back the onion, the following became clear:
Sales and Marketing Alignment - Some Additional Thoughts
por Walter A. Hardenstine na Sales and Marketing
I would like to weigh in on the latest article from our last newsletter.
Let me first explain that while I have a BSBA with a Marketing major, I graduated college in 1971. But unless the principals have changed or there are two schools of thought, I would like to explain what I have always understood as, what is Sales and what is Marketing. I believe this even fits in with our latest Strategies for Success when the Business Model Canvass explains "channels."
Two Sides of the Listening Coin
por Rob Weinberg na Customer Service and Quality
I took my mother to lunch at a Vista café.
She ordered a tuna sandwich, but got the costlier tuna steak on a bun instead.
I promised my client a monster project would be delivered Friday. Thursday afternoon he announced he needed it 7am Friday to accommodate his travel schedule. I’d assumed 5pm.
Are Your Salespeople Caving When Pressured About Price?
por Gary Harvey na Business Planning and Strategy
"The bitterness of poor quality remains long after the sweetness of low price is forgotten."-Benjamin Franklin. What a powerful statement and true is it not? But do you and your salespeople believe it and standby it when you or they sell? Today’s prospects are better than ever at pressuring salespeople about your price. And now days they get to use the economy as an excuse and leverage to beat you up to get you to lower your price.
Account Management or Account Stagnation?
por Colleen Stanley na Strategy and Planning
You have several good clients. However, you know those good clients are purchasing a few lines of business from your competitor. You know you offer a better product and service after the sale. So what’s the reason they haven’t moved those lines of business to you?
Learning Is Key in Creating Sales and Marketing Alignment
por Jerry Roche na Sales and Marketing
Sales and marketing alignment has become a hot topic as leaders realize that getting the two groups on the same page yields greater revenue growth, shorter sales cycles and higher customer retention. Many organizations, however, struggle to create sales and marketing synergy that delivers a measureable business impact. They fail to recognize and address one of the key barriers to alignment: a lack of marketing training.
The One Sign You Will Be Rich
por Brian de Haaff na Personal Growth and Development
When I was studying Philosophy at Berkeley, a friend told me that she could tell who was going to be rich and who was not. Fascinating, I thought. But when I asked how, she refused to answer and only said that I would figure it out. So after 20 years of thinking about it, I finally discovered the secret.