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Making The Most Of Customer Care

by Jonathan Farrington on 11/07/2008 03:04   0 comments , 213 views
  Customer care has become one of the most important issues facing businesses in every market - there are less customers, spending less and making fewer purchases. There has never been a more appropriate time for every organisation to examine it’s approach to customer retention.   Customer care programmes come under a number of titles - customer services, customer [...] read more >>
 

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Business Acumen: A Critical Selling Capability

by Dave Stein on 11/06/2008 04:00   0 comments , 241 views
When I wrote How Winners Sell one of the most important messages I needed to communicate to my readers was this:  The timeless truth about sales is it’s all about money.  B2B sales is not about selling software or strategic advice or capital equipment.  It’s about your products and services improving your customer’s business.  I was very [...] read more >>
 
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Fighting recession fear

by Josh Gordon on 11/05/2008 00:03   0 comments , 214 views
When you sell in a recession you are an advocate of hope. In a time when companies are cutting back, your job is to encourage investment, and as result sales. If you have been reading this blog you know that... read more >>
 
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Recession selling: smaller companies bounce back first

by Josh Gordon on 11/04/2008 05:00   0 comments , 499 views
Categories: Publishing (Online), Publishing (Print), Branding, Advertising, Marketing, Sales
Tags: thecustomercollective, recession selling
During the last recession I noticed I was making more sales more quickly to small and mid-sized accounts than those in the Fortune 500. My smaller accounts bounced back faster because they could change and get past the "cut back"... read more >>
 
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What to do when eMarketing engagement levels drop

by Ardath Albee on 11/03/2008 04:00   0 comments , 222 views
I've been doing a lot of thinking about how marketers can optimize their lead engagement to deliver more opportunity-prone prospects to their sales departments. A growing number of B2B marketers have marketing automation technology to help them track, score and connect better than ever with their lead database. Discovering who your hottest prospects are and getting them to sales at... read more >>
 
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Magic 8 Ball... Tips for Selling in A Recession

by Jeb Blount on 11/01/2008 10:51   0 comments , 322 views
Categories: Sales
by Chris Widener Do you remember that little toy many of us had when we were little that supposedly “answered” questions? It was a black eight ball like one you would play pool with that had a window in it that, when turned upside down, would display a floating unit inside with pre-scripted answers to your [...] read more >>
 
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What Does Your Client Touch Program Say About You?

by Paul McCord on 11/01/2008 10:00   0 comments , 209 views
What are you doing with those prospects that are in your database that aren’t ready to purchase yet?  Are you in the process of establishing trust and good will-or are you demonstrating that you aren’t trustworthy or that you really don’t have anything of value to offer? Whether you’ve considered it or not, everything you send [...] read more >>
 
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Why Content Marketing Outperforms Conventional Marketing

by Ari Herzog on 10/31/2008 00:00   0 comments , 287 views
Photo credit: videoal @ Flickr

Photo credit: videoal @ Flickr

In the wake of a Wall Street Journal story earlier this month about Google shifting from viral marketing to advertising, I wonder if the company has its backwards. I recognize GOOG wants to increase mainstream media awareness of its numerous products beyond “search,” but is TV and print really the way to go?

I continue to run into people who I tell about the recent New Marketing Summit I attended at Gillette S... read more >>
 

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How Sales Can Improve Marketing Intelligence

by Ardath Albee on 10/30/2008 00:01   0 comments , 238 views
After the marketing-to-sales process is complete, the two should get together and conduct a debrief about the experience. Whether you won or lost the deal, there is a wealth of information to evaluate for competitive insights that can improve future emarketing efforts.Often, this process is done by sales on their own or with their sales manager. However, this is a... read more >>
 
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Sales 2.0: Tap Into Social Media to Drive Enterprise Sales

by Jill Konrath on 10/29/2008 05:00   0 comments , 240 views
Join me for this upcoming webinar sponsored by InsideView. When: Thursday, Nov. 6th Time: 1 pm ET, 12 pm CT, 11 am MT & 10 am PT Cost: No charge, but registration required Speaker: Me! Not sure what the title of this webinar means? If so, you need to check it out. In this session, you'll learn about sales strategies... read more >>
 
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The Incompetence Tax

by Michael Kreppein on 10/28/2008 00:00   1 comment , 302 views
Categories: Lead Management, Lead Generation, Sales

At a company I worked for, we (the sales reps) called bringing in the CxO level people to our accounts the “Incompetence Tax.”  It was a small technology company and we sold to the Fortune 1000.  Yet the CEO, CFO, CTO and Chief Legal Officer invariably thought that these big companies would bend over backwards to buy our stuff.  The rep would have the deal almost closed when Legal would insist on red-lining the customer’s contract... read more >>
 

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