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Sales

  • Insight: How not to sell

    Insight: How not to sell

    Marketing and sales are at the core of almost every organization. Whether it is writing a proposal for a prospect, encouraging a person to join your organization, or selling an internal team on a concept, the act of gaining alignment and commitment is critical. More evidence of the importance of [More]

  • Nurture Marketing: No or “Not Yet”

    Nurture Marketing: No or “Not Yet”

    Have you ever put in a proposal, or answered an enquiry about your products or services, and then waited patiently for their answer about the next step? While images of pulling petals off a daisy might come to mind ("He loves me, he loves me not") the words that ultimate [More]

  • Money Now or Money Later

    Money Now or Money Later

    Where do you spend your organization's budget?  Should it be on communications, or on training?  Should it be on infrastructure, or on people?  Inside the organization, or to partners? While these may all be good questions, there is merit on reframing it - especially when it comes to questions around [More]

  • Increasing Newsletter Registrations

    Increasing Newsletter Registrations

    Are you really satisfied with the response rate of your newsletter registration form on your website?  Do you think that, just maybe, your list could be bigger? Instead of thinking of the sign-up form as a sign-up form, think of it as a transaction.  The user - a prospective client [More]

  • Viewpoint: The End of Social Media

    Viewpoint: The End of Social Media

    Here's a bold prediction: The End of Social Media. Yes, despite the success of the Twitter IPO, and before that, Facebook's public offering, and after that, the fight over TikTok, the initial promise of social media is quickly moving to its end. Consider the evidence: Over a billion users on [More]

  • Selling Products using Social Media

    Selling Products using Social Media

    Forget likes, shares, retweets, and comments: how can you use Social Media to actually sell products?  (Here's a post on selling services.) To do so effectively means understanding two key concepts: the funnel, and conversion.  The funnel refers to the process that prospects go through before they actually put down [More]

  • Four Steps from Social Strategy to Successful Sales

    Four Steps from Social Strategy to Successful Sales

    With all of the wheel-spinning and effort spent on social media, wouldn't it be nice to actually use it to grow sales? Not improve awareness, develop the brand, help with marketing, or "continue the conversation". But actually sell. Here are four ways that social media can be use to sell [More]

  • Generating ROI: The other 95%

    Generating ROI: The other 95%

    How do you determine the ROI on your marketing and sales investments? The standard formula is simple: divide the return, less investment, by the investment. A marketing campaign costs $1000, and reaches out to 1000 prospects. Five per cent of these respond, generating $1000 profit, for an ROI of zero: [More]

  • Prospecting on LinkedIn

    Prospecting on LinkedIn

    Who doesn't have a LinkedIn profile?  And who doesn't understand the importance that relationships play in building a business, making a sale, or getting the job?  Yet why do most people seem mystified about using Social Media (and LinkedIn in particular) pro-actively for their professional success? Of course, there are [More]

  • Black Friday

    Black Friday

    If you are an American, you know precisely all about Black Friday: it is when herds of people get up early, head to the stores (usually online these days).  It occurs the shopping day on the Friday following Thanksgiving.  If you live outside of the United States, you probably have [More]

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