The LEADSExplorer Blog: Lead generation - Website visitors - CRM - B2B

The 7 benefits of asking to understand your customer

Fri, 20 Nov 2009 19:32:53 +0000

Did you or do you understand the problem of the customer that he just explained? Most people (even in Sales) don’t listen or just hear half of the story or the problem. As soon as they see or recognize a pattern, a recognizable event or an indication they have seen before, they jump on conclusions and start [...]

Your content marketing will not take off immediately: Houston we have a problem

Wed, 18 Nov 2009 20:58:33 +0000

PR or Press releases used to be the main non-advertising method of sending out a marketing message: A controlled one-way communication. Content marketing or attraction marketing works as a two-way communication: - You publish content for free and hope that people find it - You hope that they will like it enough to forward, repeat or refer your [...]

The ruleless Word Of Mouth can be off- and online

Mon, 16 Nov 2009 18:08:22 +0000

In Brains on Fire Spike Jones claims that “Remember, 90% of word of mouth happens OFFLINE” However as there are both: - Word of mouth offline - Word of mouth online Word Of Mouth can be initiated or ignited by messages or events offline and online. Once the fire started it can spread both online and offline. The real stories [...]

Consultants are the best marketing and salesmen

Sat, 14 Nov 2009 18:18:48 +0000

Market research: jumping on the hype Whenever a new hype emerges, consultants pop up like mushrooms, portraying themselves as specialists. Although hardly anybody has any experience with the new media, consultants claim they have the key to unlock its secrets. The truth is these consultants: - Happened to get involved into a project that was dealing with these new [...]

People and technology get better in blocking out content (ads)

Thu, 12 Nov 2009 17:19:11 +0000

Interruptive marketing gets blocked Technology gets ever better in blocking out content that we don’t want: - TV recorders jump the commercial breaks - Spam filters filter out spam messages - Browsers have plug-ins that filter out ads People also get better in filtering out messages we don’t want to see: - People zap commercial breaks - People scan over or ignore [...]

Don’t posh with your Porsche while selling

Tue, 10 Nov 2009 18:44:28 +0000

After years of success in sales, you want to treat yourself by having one or more luxury goods: a Porsche, an expensive watch, Italian suits, … However when you park your newly bought Porsche, that you have earned after years of hard work in sales, on the parking lot of the next potential customer, it can [...]

Should you take ‘No’ as final in Sales?

Sun, 08 Nov 2009 18:40:23 +0000

In any sales deal there comes a point where the potential customer will tell you about the deal: Yes or No. Never ever take the first time No. - Ask for an explication. - Challenge the decision taken. - Determine if there is an alternative solution or a compromise. - Try to reach a higher placed officer in the company. - [...]

The management of an accidental one hit wonder company

Fri, 06 Nov 2009 19:48:58 +0000

One hit wonders are known in the record industry when a singer or a band scores a world wide hit and all the subsequent records fail to generate any sales. The overnight commercial success The same can happen to companies: they have one product that sells relatively well in a market niche or they even have become [...]

Don’t despair if The Stig in Sales is your Competitor

Wed, 04 Nov 2009 23:40:14 +0000

You’d better not encounter The Stig in Sales. The Stig is the best salesman in your business. However as he is only interested in large deals bringing him a big commission, he will pay less attention on the smaller and even medium sized deals.  He has to manage his time too you know. Only the biggest deals [...]

Point break customers

Fri, 30 Oct 2009 23:30:14 +0000

The more waves a customer generates, the more breaks there are at the point: inside sales or salesman. Your sales people are just riding those waves. Customers that make the most noise get the most attention. On the one hand there are the ones that make a lot of noise, but once your resolve their issues, they [...]

Prepare your salesmen for the market shifts!

Wed, 28 Oct 2009 21:44:48 +0000

Salesmen work hard by concentrating on their products and customers. They mainly see the next lead, the next potential customer, the next deal. They are digging up new leads, pushing aside objections and convincing buyers in order to reach their targets. Things need to get done, actions taken, emails replied to, calls answered – all in function [...]

Should you sell if there’s no fit?

Sun, 25 Oct 2009 19:06:11 +0000

Even if the customer asks for a certain product or service, qualify the customer and then decide if you should sell or not. If there is no fit – no good qualification – it is probably the best not to sell and explain clearly to the customer eager to buy the reasons why. Be honest and [...]

Death of the Salesman as BtoB Sales goes online?

Thu, 22 Oct 2009 19:33:29 +0000

E-commerce: consumer Consumer goods have been available on the Internet since the early beginnings of the Internet: e-Commerce was all the hype during the Internet Bubble. The website were and are about consumer goods and consumer web services (in many cases related to the action of buying consumer goods). Online selling Internet BtoB services Since a few years [...]

Overcoming objections by turning them into the fuel for selling

Tue, 20 Oct 2009 20:05:51 +0000

When the potential customer has an objection, then most sales reps start to feel bad or uncertain: the stress for failure increases. Even if you can formulate an answer correctly or refute the objection, then chances are: - You talk too much and initiate a complete different conversation. - A second objection is brought to the table. This is [...]

When your buyer is living in the past

Sun, 18 Oct 2009 17:56:31 +0000

When the officer or manager your are dealing with for the next purchase constantly refers to the past using: - I remember when … - We used to … - Formerly the … - Things used to be better then … - When we … - Those were the days … It is clear he is living with the past as his [...]

Comments (0) - Read and Add your own Comments