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

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 [...]

The grass is always greener on the other side: not in sales

Fri, 16 Oct 2009 18:34:26 +0000

Although the grass seems always greener on the other side: - The products when needed: get commissions as one can sell - Better customers: not complaining or just easier - More revenue: more commissions - Higher margins: higher commissions - Recurring customers: continuous commissions - Growing customers: increasing commissions More commission means a better life for the Salesman. In sales you need to [...]

The Social Media Marketing Revolution becomes an Evolution

Wed, 14 Oct 2009 18:07:40 +0000

The trend spotters and the marketing guru’s promised the social media marketing revolution. As a result every brand: - Needed to have a Facebook page (or a MySpace page in 2006) - Was editing and publishing a blog about their brand (that nobody interested) - Was posting Tweets on Twitter like a spammer (amongst all the automated spam) - Was [...]

The Ultimate Top 65 Free Press Release List

Mon, 12 Oct 2009 19:15:31 +0000

If you need to increase your visibility of your company, products or solutions at no cost then a press release is on of the best solutions. Benefits of a Press Release: - The search engines will index it – improving the SEO of your website - Journalists might read it and re-use if it contains interesting news or [...]

Desperate housewives are better off than desperate salesmen

Sun, 11 Oct 2009 18:17:26 +0000

We all know what the housewives in ‘Desperate Housewives‘ encounter and react in different situations, but this is nothing what salesmen will do when they get desperate: - for a lead - for closing a deal - for a reorder Salesmen need to get sales in order to get paid in order to pay their bills. The life of a [...]

Facebook or Twitter will not solve your marketing problem

Fri, 09 Oct 2009 17:36:49 +0000

Social media has been portrayed as the new channel to distribute your marketing messages and to communicate with your customers: the magical formula. However Facebook, Netlog or Twitter will not solve your marketing or PR problems, as Tara Hunt explains in her presentation below: Facebook, Twitter, Blogs, Vlogs, Photosharing, Text Messaging and Instant Messaging aren’t the [...]

Why awareness of your solution is key to success

Wed, 07 Oct 2009 18:16:59 +0000

If people don’t know what your product is all about or its’ purpose, you will have a hard time selling it. Google asking about a browser In the streets of New York, Google has asked several people the apparently simple question: “What is a browser?” See the responses and results yourself: In many of the responses people confuse the [...]

18 Reasons salesmen are quitting the company (how bad this is)

Mon, 05 Oct 2009 18:47:54 +0000

What does it mean when your sales people are leaving the company? Not just one Salesman, but 2 or 3 within a short time span of several weeks. The company problems Something must be wrong:   1. The commissions you are paying are way to low   2. The products or services are bad   3. The after service is bad   [...]

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