Common wisdom in sales holds that there are two types of salespeople: hunters and farmers. Just as one might expect from their names, hunters prefer to chase down new sales and draw in new business, while farmers start from the business that’s already there and grow it into radically higher profits. If you’re new to the world of sales, whether it’s because you’ve started a new job or your responsibilities have grown, you may not know which of the two you fall into. Self-reflection, and knowing how you prefer to do business, can open up a lot of avenues for both personal and monetary growth.
This article is a refresher on some basics of sales and marketing that often get forgotten in the hustle and bustle of actually making sales. Though these may seem basic, taking a step back and looking at the core elements of the sales and marketing processes might be just the thing to expose a trap in a salesperson’s thinking or lead to a more creative approach to marketing
Any true perfectionist will tell you that their tendency towards overly high standards is not really a flaw. In fact, many people will “admit” to being a perfectionist with a certain level of personal pride. No matter how much you tell them that their behavior may be harming them, they will nod, smile, and continue to wish they could pull that cat hair off your white sweater.
For many sales professionals the concept of brand loyalty seems to have taken a seat on the backburner. Defining the core issues that underlie a decay in brand trust can be difficult, especially when markets emerge and disappear sometimes overnight on the web. In a recent Ernst & Young survey covering 34 different U.S. markets, a brand’s status or reputation impacted only 1 in 4 Americans in 2012.
Savvy business owners recognize that the sales landscape is in the midst of a major shift. Sellers no longer have complete control over their product or their message. Social media and online conversations mean that consumers are getting more information about products than ever before. This has generated a new kind of sales relationship – one where the prime driver of the sale is the consumer, not the salesperson.
[Read more…] about Understanding the 21st Century Buyer
Passive information gathering is a thing of the past. You can no longer afford to only use customer relationship management (CRM) software to collect and analyze customer data. Businesses who attempt to apply those same observe-and-report tactics to their 21st century markets are likely to find themselves outmoded, outdated, and outsold. Social media is an important part of successful customer relationship management.
[Read more…] about 10 Major Rules for Launching a Social CRM
Unbuckle your belt and get comfy on the couch. This week’s roundup features the most delectable holiday articles for your savvy sales consumption. Before you let the tryptophan take over your brain, enjoy a little sales dessert to keep you and your sales team rip-roaring through the busiest season of the year.
Although customer relationship management (CRM) software has only been around for a few decades, business has come a long way in understanding and using what it knows about customers to drive sales and improve the overall consumer experience. Different companies use customer-driven data in different ways, and to varying degrees of success, but the overall themes of customer engagement and influence are only becoming more prominent as the Internet takes its place in the culture of everything.
Though trust is an easy resource for large companies to neglect in the heat of a push to sell, it is often found at the core of any business relationship. According to the 2006 Annual Edelman Trust Barometer, 64% of opinion leaders in every country the study assessed indicated that they had refused to buy services or products from a company they thought to be untrustworthy. Since customer relationship management is about building, maintaining, and leveraging partnerships with people that support your business, this statistic shouldn’t surprise you. Do you purchase your morning cup of coffee from the cafe that remembers your name and goes the extra mile to make your drink personal, or do you go to the one across the street with the barrister who treats you with a cold shoulder and who constantly mispronounces your name, even though his brew tastes better?
[Read more…] about Cultivating Trust in Sales