The buyer’s world is key. Want more sales? Stop looking at it from your point of view. It’s not about you. It’s about the buyer. It’s about their buying process and your role. [Read more…]
Ghost competitors. They come out at night. They come out during the day. They come when you are awake. They come when you are asleep. They come when you are at work or at play. They are always there. Lurking.
There are four of them; like the four horsemen of the apocalypse. They ride down on you. You can’t fight them so you need to be vigilant and get out of the way. They seem harmless or well meaning. But, beware!
Who are they?
Your worst nightmares:
- Non-profit and tax exempts
- DNAAs [Read more…]
Repositioning helps customers think of your product or service in a new way.
Sometimes it works. I grew up with $10 tennis shoes. Nike told younger generations they were “training tools” (with appropriate tool and endorsers names) not just shoes. Nike got it right and made big profits. [Read more…]
Stakeholders: can’t live without them and sometimes can’t live with them.
They are customers, providers, allies, employees, colleagues, the government, the media, competitors, influencers and many, many others. After reviewing a stakeholder map example that had 105 entries, I came up with at least 50 more. [Read more…]
Can SPIFFS generate sales? Yes, but. They may be somewhat questionable ethically since it can appear to a potential customer that a salesperson is unbiased in their recommendation when they really are not.
SPIFF or SPIF or SPIV refers to the practice of paying a small, immediate bonus for a sale to a salesperson. It’s a way to encourage a salesperson to push one product more often than a non-SPIFF paid product. It’s usually paid to the employee by the manufacturer whose products are recommended or by their employer. [Read more…]
You’ve probably heard of Maslow’s “Hierarchy of Needs”. He identified how a person’s needs dominate motivation and behavior and that there is a specific order in which they should be met.
His theory suggested that the basic needs (physiological, safety, love and belonging) had to be met before the individual will desire and pursue higher levels of needs (esteem, self actualization, and self transcendence).
If a need is not met, the individual will feel tense and anxious. Although people may have several needs at any time, one will dominate their actions. [Read more…]
What can a CFO do to improve the company’s sales system? What do they even know about sales? You’d be surprised.
If you’re the CFO and CEO, the following applies to you. If you’re both of these plus the Director of Sales and maybe even the Chief Salesperson, you still need to include the tasks below in order to improve the results of your sales system. [Read more…]
Your sales projection formula is key to more accurate financial projections and to the success of your business.
Sales projection formulas are always wrong. Here are six ways to improve them.
Sales projection formulas are wrong because…
- Sales projections are not supposed to be right.
They’re a snapshot of what to expect each month based on relevant criteria and are defensible. Improve the sakes projection formula you use by making sure you don’t accept the projected sales numbers without question. The answers you get from salespeople in terms of what they think will close have to be reasonable and with some sort of basis not just hope. [Read more…]
Partner or a strategic alliance — which is better for business growth? Many business owners want a “partner” to share the load. Partners exert a lot of control no matter how little of the business they own. Use a strategic alliance instead to grow your business and keep more control.
What is a Strategic Alliance?
In 2005, companies reported that 18% of their revenue was generated through strategic alliances. The economy has changed but there are still thousands of alliances formed each year.
I agree with Winston Churchill. “If we are together, nothing is impossible. If we are divided all will fail.” [Read more…]
Can you and the merchant have a better online coupon experience? Yes, if everyone does their part. You have as important a role to play as they do in making this a win-win situation.
This is the second post. The first post, Forever Coupons, was written to make sure everyone knew that online coupons were really gift certificates. They have a lifetime (or more than a lifetime) expiration date.
There are at least six things as a consumer you can you do to make the most of your online coupon experience and purchase. [Read more…]